How Social Media Can Get You in Front of Hard-to-Reach Decision Makers

For years getting to decision makers meant spending an enormous amount of time getting past point people, gate keepers, and order placers. And for years that was the route taken. Today the playing field has changed because of technology. We’ re all more connected, we’re all more accessible, and we’re all more informed.  But make no mistake about it, getting in front of these Read more about How Social Media Can Get You in Front of Hard-to-Reach Decision Makers[…]

Why Small Businesses Fail and How to Make Yours Succeed Teleseminar Replay

Yesterday, I hosted a Why Small Businesses Fail and How to Make Yours Succeed Teleseminar. I shared: the sequence for successful selling – of anything, five steps to dating your customer, the difference between advertising and marketing, how to position your product, service, brand or idea into someones head, the future asset of every small business, the ONLY networking that matters Read more about Why Small Businesses Fail and How to Make Yours Succeed Teleseminar Replay[…]

Selling is More Art Than Science

Here’s a great marketing story: A farmer put up a sign that read “Tomatoes, 25¢ ea.–three for a dollar.” All day long, customers came to the booth exclaiming: “Don’t be ridiculous! I should get four for a dollar!” Meekly the farmer capitulated and packaged four tomatoes. The hardware seller at next booth over had been Read more about Selling is More Art Than Science[…]

The Most Important Principle in Business

Imagine… by the end of this post, you will be a more effective in your career, business, and as a student all because you learned one very important principle, and the specific reason why this principle is so crucial. Thomas Edison once said, “I only want to invent things that sell.” Now this quote may Read more about The Most Important Principle in Business[…]

Why selling matters and how to do it successfully

In today’s world it’s pretty clear that we all sell and we might as well learn how to do it well. However I keep running across individuals who say, “my very worst skill set is selling and in fact I hate to sell.” If you want to succeed in life and business you MUST know how Read more about Why selling matters and how to do it successfully[…]

Make your product or service presentation succeed while all others fail

Before you try to sell ANY organization or consumer on why your new product or service is worth buying, you NEED to do the most critical part that attributes to a successfully presentation: invest time destroying and slandering and dismantling  the status quo. Once the buyer understands how the current situation can’t help but decay, and ultimately fail, they’re Read more about Make your product or service presentation succeed while all others fail[…]

At the heart of every transaction

At the heart of every transaction is TRUST. Now there’s a really big gap between someone being aware of you (which is really hard) and someone trusting you, enough to invest in you or buy from you. In a recent post called “The sequence for successful selling – of anything” I note that the biggest Read more about At the heart of every transaction[…]

How to Change the Prospects Decision From No to Yes

Our philosophy is that nothing happens in an organization or company until something is marketed and that nothing happens until the prospect says yes in the selling situation, thus making a sale. Just for clarification purposes only: Marketing will get you a date. Once you’re on the date, you have to do your own courting. Marketing generates leads, makes Read more about How to Change the Prospects Decision From No to Yes[…]

The false objection

Most of the time when you are making a sale, you will be confronted with “the  false objection.” And “the false objection” are the reasons someone gives to get you to go away because they’re afraid to say yes. So as an example: The prospect  your selling to will say, “oh it doesn’t come in purple. I can’t buy something that Read more about The false objection[…]