Bottom Fishers Find Bottom Feeders

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A bottom fisher is someone who fishes for bottom feeders. A bottom feeder is the lowest end of the low-end of the food chain, a scavenger, one who eats what others higher on the food chain will not. Bottom fishers have a way of finding bottom feeders. The bottom fisher entices … [Read more...]

Known, Liked, and Trusted: A Revision

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For three decades my friend was a successful salesperson. He was gregarious, charismatic, and charming. His method was to develop a personal relationship with his clients that was very much a friendship. He would invest his time and his money in that friendship. If his clients … [Read more...]

Race to the Top

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Excellence isn’t found at the bottom. There is nothing in the lowest price category that it the highest quality, best experience, or most meaningful. Nothing. Excellence can’t be found by cutting your prices, cutting your spending, or creating less value. In any category, … [Read more...]

Why the 10,000 Hour Rule Isn’t Working For You

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K. Anders Ericsson's research doesn’t prove that to become an expert at anything you need only do that thing for 10,000 hours. It doesn’t suggest anything of the sort. In fact, one of my favorite quotes from Ericsson is “Just because you’ve been walking for 55 years doesn’t mean … [Read more...]

Your Dream Client Is a Generalist

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Your dream client may be an educated buyer. They may have purchased what you sell for decades, and they may have some real ideas about what they need. The fact that your dream client contact is a sophisticated and savvy buyer means you have to raise your game. Your dream client … [Read more...]

Mind Share or The Spreadsheet

Mindshare or the Spreadsheet

You have a choice of where and how you compete. You can choose to compete on the battlefield that is “mind share.” Or you can compete on the battlefield that is “spreadsheet.” It feels like “mind share” is more difficult. You have to get into the process much earlier, long … [Read more...]

How Not to Sell Your Drill

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Your pitch might explain how your drill is different, the different results it produces and why you chose to design your drill the way you did. But it won’t be enough to sell your drill. How Your Drill Is Different Your drill might be faster than your competitor’s drill. It … [Read more...]

Choosing To Compete for Transactions or Relationships

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There are two ways to think about acquiring new clients and new orders. You can start from a transactional approach or you can start from a more strategic, consultative approach. The distinction is important. Transactional A transactional approach is centered on acquiring … [Read more...]

How to Get Leverage

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A few weeks ago I sent a newsletter to my subscribers about how to be compelling, how to help your dream client take action now. The gist of that newsletter was that in order to know how to compel your dream client you need to know what is already compelling them. I also wrote … [Read more...]

What Are You Known For?

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My friend Chris Brogan is known for helping entrepreneurial, owner-types find ways to build sustainable business models. He’s also known for integrating health and business. Dave Brock is known for helping sales organizations improve their processes, including their sales … [Read more...]