OK we’re not in the US but the term they use over there for a concise, carefully planned, and well-practiced description about your business that a...
Most people will probably associate the words ‘influence’ or ‘persuasion’ with the sales process. However, influencing, in other words, getting another person to accede to your...
As anyone in professional selling knows, your prospect list is your lifeline. No prospects means no sales, and no sales means no money!
Chances are you know things that others would like to learn. If you get that information out of your head and onto your website, it will...
Imagine you are participating in a reality show. You are going on a blind date for the first time. The show organisers have chosen your blind...
Before I get into this subject let me ask you something, how much time and effort is required by you to secure the work of a...
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...
