Also, a little known information source are the states in which you do business. State Agencies require permits for a myriad of things. Normally, permits are filed by the company anticipating a project well before the bidding process begins to supply the contracts for the project. A review of this public information will give you insight into what types of…
Okay, I’m back. Now did you hear any empathy on the part of the salesman? Well no. Did you hear the prospect attempting to feel comfortable about the investment? To feel comfortable about the pending purchase? Well, what actually happened, this conversation went on for some time with no improvement. A senior manager of the company contacted this prospect, a…
This segment is on confidence. Let’s be confident. Let’s talk about confidence. Confidence is my personal favorite. It is no less important than enthusiasm or empathy as an element of the star seller’s persona; however, confidence has a wonderful ancillary benefit, an ancillary benefit that I have experienced day after day, year after year, and it’s a significant and major…
If you are in sales, then you’ve probably heard the saying- “I could sell ice cubes to an Eskimo.” First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, because I believe that is a difficult task to accomplish. You have to be one hell of a salesperson to accomplish this, but why…
So, you want to grow your small business, but how do you do that? Many of the small businesses I work with are not really sure what works best or how, or where to get started. We’re all familiar with the term “Marketing”, but what in the heck is it really supposed to do for us? Marketing is supposed to…
Have you ever sat down, closed your eyes, and really looked at yourself or your product through another person’s eyes? Have you in your mind, literally become your customer, or your partner/lover/mate, and looked hard at yourself or your work through their eyes? Can you do it? I hope you can, because It is one of the most powerful techniques…