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Added for You - Do You Talk Too Much?
For the last 100 years, companies have relied on traditional advertising in the form of catchy jingles, TV commercials, billboards, print ads in newspapers and magazines, direct mail, hot air balloons, and waving mascots. The technique is to interrupt a radio listener, TV viewer, or magazine r
As a former CEO of a publicly-traded company, I have watched the emerging revelations of corporate wrongdoing with more than a passing interest. While filled with the same revulsion shared by many to the immoral, illegal and greedy actions of some companies and their leaders, I am also concern
When you make these mistakes, you will tend to turn off most potential customers or clients. I remember my first sales position back in the early 60s. I worked for one of the top 5 insurance companies in the world. They fired me after 6 months. When you don’t sell anything for 6 months…….well, I am surprised it took them so long. There were a number of reasons why I failed, and I don’t intend to bore you with all of them – just one, to illustrate the point of this week’s tip. (By the way, the industry at that time had a 90% turnover rate in new agents in their first year, so it wasn’t just me. As a fo
A white paper on how companies should analyse customer data to gain better business intelligence and how they can use that knowledge. In an increasingly competitive world, using your client database smartly, to gain a better understanding of your number one as
How we listen and perceive is influenced by the four perceptual styles: Audio, Visual, Feeler, and Wholistic. For instance, Audios prefer to turn their ears toward you when you are speaking rather than look you in the eyes. They are filtering through what you are saying to get to the bottom li
Interviewing? Carry a portfolio of goodies to win the job.No, I don’t mean candy or sweets. When you go on an interview you should have some idea of what the prospective employer is looking for and what the job duties are going to be. This is what they are planning on buying from you. T
Buying an Overhead Crane, Gantry Crane, or Jib Crane can be a tough task. Often, buyers know just enough to make themselves dangerous. In other words, decisions can be made to over-buy or under-buy an overhead crane that will cost the buyer either in purchase money or repair costs. Wise buyers
Back to the story. The way they taught me to sell was to memorize the sales presentation that they had developed, and then go out and deliver it 4-5 times a day. Their justification at the time was that selling is a numbers game. (We’ll save that subject for a future tip.) This is what I call a product or organizational-driven sales approach. It doesn’t work. The message you send to a prospect when you go into this feature dump is – all prospects are the same and buy
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