If you want other people to buy into your idea, you need to create something that other people want. Empathy is the ability to psychologically identify with another person’s thoughts, emotions, and attitudes. Creative Empathy is the ability to generate innovate ideas for products, services, and solutions that will appeal to the thoughts, emotions, and […]
Every proposal you put in front of a prospect to pitch an idea you believe will help them should include a Problem Page that recaps the challenges (and opportunities) they told you about during your initial meeting. These problems and opportunities are the basis for the ideas you’re about to present. A vital component of […]
There are opportunities for you to help your customers and prospects (and earn yourself a profit) by helping them with the things they need before and after sales you’re trying to make to them. During a brainstorm session with a client who needed ideas for generating additional revenue for her business, I made the suggestion […]
As advanced as automated website chat bots get, they are a poor substitute for human interaction. Do bots have their place? Probably — but it isn’t in the customer service industry. Have you ever had an amazing customer service interaction with a bot that was programmed to help you? At most it was “satisfactory” — […]
Prospecting for sales leads is too often described as “finding people to sell to” when it should truly be described as finding people who could really use your help to solve a problem. I think it’s infinitely more rewarding to get up in the morning and go in search of people who might be able […]
Everyday we are inundated with marketing messages, social media stories, product packaging, and advertising pitches that promise us everything under the sun from whiter teeth and fresher breath to financial security to finding a sexy and smart significant other if we’d only order the right brand of beer at the bar. What do you think […]
Too many salespeople seem think they’re job is to go into an appointment with a prospect and sell them something (anything!), when in reality their job is to simply help the customer buy what they need. Too many salespeople apparently think that if they keep talking and talking and talking that they will eventually wear […]