Most of us know intuitively that we each have two personas in play: The person we really are. The person we want the world to think we are. Both affect our buying decisions, but the second persona, our… Read More
Want to have a little fun and stand out with a prospect who you know is creative and has a sense of humor? Send a letter printed “upside down” on your stationery that goes something like this.
We know from research that generating an interactive dialogue is a much more effective means of selling than simply presenting a “show and tell” monologue. A great way to set the tone for an interactive meeting is to… Read More
I am a big proponent of sales training. It goes without saying that a salesperson must have absolute command of the pivotal benefits of his products and services to be credible and compelling when communicating with buyers. And… Read More
I recently heard a great summation of what we need to do to stand out in sales or service . . . “Give the customer something no one else in the world gives them.”
People often ask me when it is best to present when competing in a proposal process . . . first, middle or last. The answer, if you can arrange it, is last. The reason is based on something… Read More