Sales

You know all those goodies at the counter at the supermarket or at the petrol station? Well does anyone ever buy anything there? These are called impulse purchases and they are a $5 billion market! In a US survey, people were asked how often they buy products from stands at the checkout counters, 46% of…

You’ve seen stories about industrial or even military espionage where a competitor or enemy gets hold of some cool piece of technology from you and then takes it apart to reverse engineer their own development of a competing product. Now consider reverse engineering your sales process. Pre internet, customers answered about 20% of their questions…

Author Lawrence L. Steinmetz said, ‘If you think you can match or sell below your competitor’s prices, you need to understand that you will have an ongoing, lifetime gun battle of survival which, sooner or later, you are going to lose. There is nothing that is ever going to make that go away.’ As a…

I got this great summary of how to make your voice message ‘pop’ from Casey Conrad, so thought I would share it with you … 1. Message time makes a difference. There is some research that suggests you shouldn’t leave messages on Friday afternoons or Monday mornings. People are either checking out for the weekend…

Thanks to Jay Conrad Levinson for sharing the best times to call people on the phone. Accountants – Standard business hours except between 15 May and 15 July Bankers – Before 10 am and after 3 pm, Monday through Friday Clergy – Between Tuesday and Friday Dentists – Between 9 am and 11 am, Monday…