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Are Your Retail Sales Staff Properly Trained
I was given a Blondie cartoon strip recently by a friend who was probably teasing me more about my age than anything else but it was a very poignant strip. Essentially Dagwood was motivated to buy a video recorder from a retailer because the young clerk suggested he was too old for this technology.
Feel My Pain
People are 10 times more likely to take an action to eliminate a pain. If we know that to be true then why are we not as sales people helping our clients identify their pains in our first meeting(s)? If we don't know their top 5 pains then how can you provide the correct solution to their pain? The answer is - we can't.
Our Children Will Follow
Proverb: "Give a man a fish and you will feed him for a day. Teach a man to fish and you will feed him for a lifetime".
Don't Fall Into Dumb Buyer Syndrome "DBS"
Dumb Buyer Syndrome or "DBS", as I coined with my employees, is a problem I have encountered many times in my many years as a business owner selling to other business owners. You can recognize them easily, they believe they are the expert negotiator who feels success is only achieved when the price is reduced.
Breaking Old 'No Sales' Habits
"It takes 21 days to create a new habit." Perhaps what Dr. Stephen Covey is talking about can also be stated as "it takes 21 days to break an old habit".
How To Put The Spring Thaw in Cold Calling
Very often I hear from new business and franchise owners that the idea of "Cold Calling" is intimidating. The idea of picking up the 50 pound weighted phone and calling someone, a business, out of the blue and trying to sell them is a major challenge.
Think Big, Grow Big!
When I started my Construction Business I came right out of the Corporate world and understood the value of laying out a solid foundation for my business that would be ready when we were big. In other words, we acted like a big company even though we were small.
Are Meetings Killing Your Business?
Too often in my many years toiling in the Corporate world I had to sit through poorly facilitated meetings that started late, ended late and had no clear stated purpose.
Another Salesman Send Him Away
Too often I hear from sales people that they "don't know why the prospect won't listen to them talk about the features of their products and/or services or, they are always too busy to listen to me talk about my company and our products".
I Hear Your Body Loud And Clear
Sitting across from the dinner table on this blind date I sensed the heat within my body start to rise and tried desperately to conceal my attraction to this beautiful sexy woman. This woman who appeared to be matching my moves.
Community Volunteer Makes Good on Promise to Family
When you first start your own business there never seems to be enough time. I certainly was no exception to this entrepreneurial mantra. What the truth really is; once time is gone it can never be reclaimed.
Compliments Open Sales Doors
Compliment for Sales is not to suggest insincerity is okay. In fact, an insincere compliment can do more harm than good.
Blogs: The New Frontier
Blogs are the new frontier. As was the development of the American West with Adventurist Frontiersman searching out new growth opportunities across the United States they were followed by the settlers when word got back east of lush fertile lands and valleys and glens with fresh spring fed waters.
Without Risk, Have You Truly Lived?
"Parable of the Cautious Man - There was a very cautious man, who never laughed or cried. He never risked, he never lost, he never won nor tried. And when he one day passed away, his insurance was denied, for since he never really lived, they claimed he never died."
Get Out Of Your Home Office And Run For Mayor!
In my first days, alone, in a new start up business, I had joined the growing ranks of entrepreneurs who work from home. Work from home had become the new buzz words for the baby boomer generation who have money and are disillusioned with the corporate world and were forced by a younger competition for our job to sacrifice our families and to limit the time to enjoy the fruits of our labor having to work long hours in the globalization of the economy.
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