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Category Archives: Sales
After decades of sales experience and learning to manage the “Little Voice” that either lifts us op or tears us down, we’ve learned one thing for sure: Our Results will Never Exceed Our Self-Concept. So what does that mean? As … Continue reading
Here’s the real litmus test of an e-pitch: The “So-What?” factor. You already know the elements, right? In a nutshell: Give your first name, a thimble-sized description of your industry, a credibility factor or success story, and ask an open-ended … Continue reading
Stop pitching. Start conversing. That’s the long and short of sales in the age of 30-second attention spans and social media marketing. THIS NOT THIS Geoffrey James wrote a great article for Inc. magazine about conversations that create real sales … Continue reading
At some time in our lives, everyone of us has been told to “behave” a certain way, or that our heart’s desire is not “marketable,” or that we have to change who we are deep inside to be accepted by … Continue reading
Sooner or later, some smarty-pants type is going to hand you an objection disguised as a sticky question that goes something like this: “What kind of success rates have you had?” And if you are like many other small biz … Continue reading
“Step into my parlor, said the Spider to the Fly…” (Mary Howitt, 1799 – 1888) We talk a lot about Little Voice holding us back with negative chatter. Sometimes, though, its a sweet, seductive voice… “I deserve a treat, and … Continue reading