Where do most of your sales come from? When I’ve asked this question in a weekly lunch I do with 60 business leaders, 59 of them...
There is an old saying that say's, "People will buy on emotion, but justify their decision intellectually." If you study marketing and sales, you will probably...
Why your sales call can get off track, and how to get it on track from the start. I don't suppose you've ever been on a...
Have you ever struggled to start the conversation about money on your sales call? If so, you're not alone. I find that most sales people struggle...
As long as it takes you to have an effective sales call. This is my simple answer to the length of time your sales call should...
Do you remember when Toyota was having some issues with the Prius? I don't know for sure how many problems people had with their cars before...
Whenever I share the basic concept of "people love to buy, but they hate to be sold" small business owners always agree with it. But when...
Is Alexander Bell a forgotten revolutionary-a figment of our imagination? In a world of e-mails and text messaging, having an actual conversation on the phone may...
Why measure performance? This is a great question. Why would you want to measure the performance of your small business? I'm going to lead the witness...
Let's put this into perspective. Back in the day when you were single you may have gone into an establishment that served alcohol. Now keep in...
What makes you afraid of doing business with an unknown company or person? Do you wonder if they will be around next week? Do you think...
A strong brand should never become obsolete. Branding and marketing alike require a thought out process that allows for accountability and excellence to drive the brand...
"I don't think your software will actually help me increase my productivity." What do you do now hotshot? You've just been given an objection that has...
What is the number one reason your prospect’s don’t buy from you’ Does it have something to do with money? I would say the number one...
In order to help you create the perfect buying environment you will need to put on your buyers hat for a moment or two. What elements...
Now before you get too pissed off at that statement hang on for a second, I just needed your attention. If it was easy the word...
