Listen as Michele Price interviews me on Breakthrough Business Radio. Michele and I discuss how important price really is to your prospects, what to do when prospects ask for a discount and how to charge more than your …
The Most Important Word in Sales and Marketing
Do you know what it is? It’s a common word you use every day, probably without giving it much thought. But when you’re marketing, networking or selling, it’s the most powerful word you can use. No, it’s not “free.” …
Continue Reading about The Most Important Word in Sales and Marketing →
How “Intensive Listening” Can Help Your Sales and Customer Service
When we have something important to say, we not only feel a need to express it, we feel fear that we won’t get the chance, because so often we are interrupted, drowned out or brushed off. A tactic I call “Intensive …
Continue Reading about How “Intensive Listening” Can Help Your Sales and Customer Service →
Great Thoughts on Sales, Business and Success IV
Great quotations can make you think, laugh or persevere. Sometimes all three at once. Here are some more of my favorites: “No computer network with pretty graphics can ever replace the salespeople that make our society …
Continue Reading about Great Thoughts on Sales, Business and Success IV →
The Retail Doctor’s Guide to Growing Your Business
The last couple of years have been grim for retailers. The still-vacant shopping malls that dot the landscape like 21st century ghost towns bear silent testimony to the difficulties of trying to keep a retail operation …
Continue Reading about The Retail Doctor’s Guide to Growing Your Business →
Six Things Manufacturers and Franchisors Can Do to Boost Sales
I regularly talk with executives in a number of different industries, and while I’ve heard a variety of reports about sales trends so far this year, one consistency is this: Virtually everyone I’ve talked to recently has …
Continue Reading about Six Things Manufacturers and Franchisors Can Do to Boost Sales →
