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Would you bet on a duck to win a swimming contest?

I once worked for a company that had a product list the size of a small book. The products we sold were so modular you nearly required a map to navigate the configuration possibilities — the configuration guide provided sales...

Why stories sell…and a cheat sheet to help you tell them

You’ve likely heard it a thousand times. And you’ve likely shrugged more than once. Although it’s sage advice, most of us ignore it: stories sell.  It almost sounds gimmicky — kinda like an oversimplified cure-all. But it’s true: stories sell. Stories create interest, paint a...

From great to excellent

I’m not completely sure why, but human nature is to put emphasis on areas of performance requiring improvement. Things you can’t do well are worked on in an effort to make you better — better at things you aren’t good...

Getting In: Mastering the greatest sales skill of them all

Over a year ago I launched a program titled Getting In: Mastering the greatest sales skill of them all. It was delivered as a web-based membership site. The cost was $57. I’m giving it to you for FREE At the time,...

An example of B2B customer loyalty

Reference my previous post on how to earn customer loyalty, here’s a real-world example of how to do it: First the background Years ago I was part owner in a small manufacturing company — we made high-end portable floors, sold...

The Best Way To Create Customer Loyalty

If you’re in business of any sort you know the power, wealth, and tremendous value of having loyal customers. Loyal customers love to brag about their favorite shops, eateries, local hangouts, and service providers – they help your business on...

Pricing’s role in the perception of value and quality

Would a Mercedes be a Mercedes if it cost half as much — or — would it cease to be a luxury vehicle? ------- Don't miss an update. Subscribe to our blog and newsletter! Leave this field empty if you're...

What’s the difference between a suspect and a prospect?

A suspect is someone who may need, want, and be in the market for what you have to offer. They are someone who meets a profile, but whose interest and intent to purchase is unknown or currently non-existent. Suspects need...

You need to test your prospect’s ability to close

I recently had a conversation with a coaching client about their sales activities — they call on CxOs selling business unit analysis solutions. They shared with me their meetings seemed to be “going great”, but they are not converting near...

Eliminate fine print from your business

Have you noticed there is never anything good in the fine print of an agreement? All the good stuff is up front and in large print. The bad stuff is buried in the back somewhere, deep inside a long paragraph,...