Did your customer really cancel their contract with you or did they simply miss your renewal notice? The other day I was preparing my tax paperwork for an appointment with my accountant. As I searched for business receipts, I was unable to find one for MailerLite, the email marketing tool I use for sending out […]
My friend Chuck and I always have the best conversations. Sometimes we agree, sometimes we don’t. Sometimes we pick the opposite viewpoint simple to be contrary and test the conviction of the other person. You might find that argumentative, we find it entertaining and enlightening — and sometimes we manage to create an entirely new […]
To say bacon is popular would be an understatement. It’s not only one of America’s favorite kinds of food, it’s also a marketable brand unto itself selling millions of dollars of bacon-themed merchandise like bacon t-shirts, bacon socks, bacon lip balm, bacon mints, bacon air fresheners, and even bacon candy canes. Bacon has such flexibility […]
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 […]
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 […]
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 […]