Sales

People want to know you are real: decent, kind & trustworthy. They want to know what you are passionate about. And when they know you are real, they will open up.

This month I read Anne Danter’s “Smart and Dumb things that affect my buying decision” column courtesy of Jeffrey Gitomer:       Smart: Honesty. Truth at all times and at all costs. Do not lie and think you’ll get away with it, because you won’t. If I can’t tell you’re a liar immediately, I…

These wise words from Gitomer share why you or your team may experience a sales slump: Poor belief system. I don’t believe that my company or product is the best. I don’t think that I’m the best. Poor work habits. Getting to work late, or barely ‘on time’. Not spending your time with people who…

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…