Even if your ideas are as good as bacon, sometimes the customer just isn’t connecting with your energy and they say “no” to your idea because they just don’t like the idea you brought to them. Offering creative new ideas is a great way to get a meeting with a prospect, but your ideas not only […]
You’ve heard phrases like “strong as an ox”, “slept like a log”, and “cool as a cucumber” all your life. What you may not remember from your school days is that these wonderfully descriptive phrases are called similes. A simile is figure of speech that uses the words “like” or “as” to make a direct […]
When you’re trying to sell a really big idea to a client or internally within your own company, you may scare off support if the concept is too complex or too far removed from the status quo to be relatable and accessible to your audience. It might be a better strategy to build up to […]
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 […]
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 […]
Just like you, I get a ton of emails and phone calls and LinkedIn messages from complete strangers reaching out to me for the very first time and asking me to do something for them — usually to return a phone call (or email) to entertain a pitch for their services, give them information about […]
Most salespeople turn off the value tap as soon as the transaction is complete. Successful sellers keep the relationship (and value) flowing. A while ago I backed a Kickstarter campaign for a smartphone tripod mount called the Glif. Production took a little longer than the creators predicted, in the end they delivered a great finished […]