You’ve long been told, “For every action, there is an equal and opposite reaction.” But it isn’t true.
When a person expresses love, where is the necessary “equal and opposite reaction” then? Newton’s oft-quoted third law of motion is usually true in physics, but it rarely is in business. Businesspeople who use Read More »
Brian, one of my consulting clients, and I were talking on the phone this past Friday. The conversation turned to how he motivates and inspires himself. He told me of three Tiger Woods quotes that he has taped to his computer monitor.
Tiger’s quotes are: Read More »
Why are most sales presentations based on the wrong thing?
Mainly because we are under the false assumption that to sell we have to find the needs of our customer and then work up a presentation that will demonstrate how we can help fill those needs. Here is the problem with finding needs; we are looking for Read More »
It happens to all of us, a friend shares a compelling story or tidbit that left you wanting to know more… When you ask them where they heard it, the answer comes back “I heard it on the radio.”
This happens quite often, many times they were referring to Read More »
We all want the same things when we make a purchase. We want quality products and good service at a low investment. That’s the bottom line.
Is that what you provide? If so, shout it from the rooftops! Few companies can provide all three. Do you provide all three? If not, you will need to learn how to Read More »
What’s one thing that drives every sales person nuts?
It’s when a qualified customer is at the point of making a purchase and they come up with an objection. After all your hard work to get them to the point of purchase – the sale gets side-tracked.
Have you ever had a customer tell you any of these deal-killers: Read More »
The blogosphere has been busy with chatter regarding a certain company that offers to sell companies followers on Twitter, Facebook fans, and Digg votes. It’s not expensive: Facebook fans go for about 10 cents each. Many companies large and small appear to be interested in this service.
What is the psychology here? Read More »
Advertising is like houses. You do a great job of constructing a poorly designed house, but when you’re done, you’ve still got a poorly designed house. It doesn’t matter how good you are with a hammer and a saw when the blueprints themselves are faulty.
Likewise, it doesn’t matter how good you are with Read More »
Post cards make sense in today’s bludgeoned economy. They’re cheaper to print than a full direct mail package, easier to handle, and are less costly to mail. They can be effective if created correctly. Read More »
