We had a garage sale the other day and the kids decided to have a Kool-Aid stand. I made the Kool-Aid and set the stand up while the kids where doing their marketing (a poster board with colored makers). (more…)

There were reasons why you were asked to call them, what were they? Ask the referee for this information before your call to help you understand their specific issues. (more…)

Mother’s day was a fun day for me this year. I didn’t get to see my mother, but I did get to go back in time for a short while. We were at my in-laws and they live on a farm that is surrounded by woods. After a few hours in the woods all the questions I use to have as a child came back to me. (more…)

I don’t know about you but I am definitely tired of hearing how “bad” everything is out there. What I have noticed is no matter how much we try to reassure ourselves everything will be ok there is still the self doubt that creeps in your head. Once that happens your sales world will be immediately impacted. (more…)

If a salesperson is running into price objections from prospects, they are probably making intellectual presentations, and focusing on price, features and benefits. People make buying decisions emotionally and then justify their decisions intellectually. Emotional “pain” motivates a purchase decision, not price, features or benefits. So the salesperson’s job is not to blather on about all of the cool things about their product or service, rather it is to find out if their prospect has pain that they can fix and then they can invest time, energy, and knowledge to get rid of that pain. (more…)

With the buzz surrounding our economy these days, there have been a variety of interesting conversations. Just last week a good friend of mine informed me how he is “hunkering down” and will be more responsible with his money especially when it came time to shopping for specific items. He asked if I would be doing the same, “NOT A CHANCE!” I replied. (more…)

My father was in sales back in the 80’s so he did a lot of entertaining. I went to dinner with him one night and we were at this posh restaurant. The first thing out of my mouth when we pulled up was, “How much money do you make Dad?” He looked at me with that look all fathers have and said, “Don’t ever ask me that question again. It’s not polite to talk about money.” (more…)

During a recent event I asked the attendees to share what feelings some of their prospects had regarding their businesses. The feelings ranged from prospects who were scared to prospects that were angry. (more…)