This is a great series of articles by Andrew Gregson of Pricing Strategies that I will be posting on my website over the next few weeks. Don Always when I begin my speeches or my workshops, I tell the participants that I cannot instruct them to price their widget at $4.95. Rather, I plan to [...]
Do you love sales? Do you love what you do? Do you love your product? Do you love your company? Do you love your customers? These are not questions I pulled out of the air. These are questions that directly affect your productivity, your attitude, your income, your success, and your fulfillment—not to mention your [...]
As a society we have become almost obsessed with identifying and asserting our rights – to think, say, and do what we want. That’s not surprising, given the history of our country and the prominent role the Constitution and Bill of Rights have played in shaping our culture. We have a right to be unkind, [...]
Stage 1 – Consumer becomes aware of the product or service. This is the early stage where the consumer starts to think about a new leather couch for their living room. In most cases, they have not thought about where they are going to buy it yet, since the switch in their head has just [...]
When you boil it all down, there’s really only 2 strategies for getting more new clients. Perhaps you’re familiar with them. In marketing circles they’re known as “Push” and “Pull”. “Push” (as the name would imply) involves pushing yourself onto prospects in the hopes that you can convince them, before they hang up or walk [...]
By: Jo Ann LeQuang Newsletters are not done much any more, and there is a tendency to want to dismiss them as old-fashioned or corny. But think about what a newsletter really is. It is a direct communication between your organization and your customers, people who have already done business with you. If you do [...]
Join us on November 3rd (7:00 PM) at our next Town Hall Meeting to “talk sales” with three local sales professionals. Glean from their experience and expertise and learn how to apply proven techniques to your business. Our panel includes: Clint Best – Founder of KAIZEN Business Development, Clint is a local business coach and [...]
In today’s economy, poor customer service hurts your business more than the downturn
Keep your customers satisfied to create lasting relationships. The secret to making a successful sale is knowing what, why, how and when your audience wants to buy. Learn the processes and stages of both buyer and seller simultaneously to understand how to apply sales skills and behaviors that accurately match the buyer’s state and motivations. [...]
Many business owners are leaving deals on the table as they have lost, or are not aware of the art of negotiation and barter.
With the end of the Olympics, it’s a great time to reflect on the journey that our Olympic athletes have taken to reach their goals. I was very taken by the number of athletes that found interesting ways to motivate themselves to reach the podium, through innovation or with goals and persistence. Many of the [...]
I learned a long time ago never assume that the person I was selling to was in the same monetary position as me. Sometimes we assume that because we are tight for money others are too, or we read about a recession and expect that everyone has tightened their purse strings. Not so!!
I was recently approached by a company to assist them with their sales process. In the interview I uncovered that they were struggling with sales because they did not have a sales process defined. This company had one of the three owners dedicated to sales. The owner had sales experience, but was way over his [...]
A powerful well articulated sales message combined with a systematic marketing strategy allows you to fully leverage your investment in your team, time, and money for each prospect and customer. It will also allow you to out-Market and out-Sell your competition. Today’s fast-paced climate demands that you develop a marketing strategy which allows you to [...]
Small Business of the Year!
