Archive for February, 2016

Phone first, followed by an email.

It's a mistake to send an email when you should make a phone call. Email is easily ignored. Especially a self-oriented email that supposes that your dream client wants to learn all about your company and your…

I grew up in a business that was much smaller than the major competitors with whom we battled for business. I learned to sell by competing with competitors with revenue thousands of times greater than my company for the largest prospects in my…

You have the more expensive solution. Your competitors sell what you sell, but at a lower price. But you have the superior offer. The way you compete with “good enough,” is to make it “not good enough.”

Justifying the Delta

To compete with…

It is unlikely that the message in the last email you read was urgent. Only a tiny percentage of your email requires your immediate attention. Most are not urgent, and many are not even important.

It is even less likely that the last web page you…

Things that created the current circumstances:

• Complacency creates dissatisfaction. The longer you are complacent, the greater the likelihood that your clients or customers become dissatisfied. The dissatisfaction did not spring up out of…

I am writing this from the backseat of a car as my driver takes me to the airport. When I booked this trip, I looked at a couple of choices of companies to provide transportation from the airport to the hotel. It is a one hour trip from the…

It's easy to talk about your own product (or service or solution) when you sell. You are a true believer in your product and your company. You are well versed in your product's features, benefits, and advantages.

The product your prospective…

The halo effect: the propensity to believe that even a successful person’s negative behaviors are worth modeling and that the successful person succeeded because of these negative behaviors and not in spite of them.

The words above are my…

Acting sooner is better than acting later.

Begin nurturing your dream clients sooner. The longer you wait to engage with your very best (even if they're your coldest prospective customers) the longer it will take you to win their business. Start…

Some people see the glass as half empty. They believe that there is something missing. There isn’t enough. There aren't enough opportunities, enough resources, enough money, or enough hope. They’re bearish on their prospects, and they’re…