Business Development

The economy seems to be creeping back to health and confidence is rebounding but our businesses will still struggle if we don’t properly leverage the opportunities that are present before us.  Here are 10 ideas that could help your business thrive during the current year: 1. Clarify your vision, mission & ensure you & your […]

I am always a bit reluctant to use “fishing” metaphors to explain key marketing principles, because it comes across so predatory.  I’m not an advocate of predatory tactics in sales & marketing but in any case, this metaphor makes the point. A key component of effective marketing is selecting a good target market.  Most marketing […]

We are at the leading edge of a series of unprecedented storms.  Financial storms, political storms, cultural storms & environmental storms are all culminating to create the Perfect Storm. Businesses are being “blown away” and families are being destroyed from the severe buffetings of the economic face of this storm.  As the rest of the […]

The sales (influence) process begins before you say your first word.  On average, people will make a judgment of you within the first 10 seconds of meeting you or experiencing your marketing materials.  Your first impression will either elevate or deflate your chances of making a sale so make sure it is positive! Harvesting a […]

Why do people buy from you?  Why don’t they? I have always learned that people buy based upon “need”, which was the premise of the course “Need Satisfaction Selling” I taught years ago.  Recently, I enrolled in a course called “Soft Selling” offered by Soho Marketing Institute.  It teaches that people buy primarily on “want’s” […]

We have all been approached, manipulated, pitched, cajoled, interrupted and irritated by salespeople, who reek of  “commission breath”.  It’s awful!  What most sales trainers teach today, no longer work.  The inauthentic rapport-building, the probing, the presentation of benefits, the proof-statements, the trial closing and closing steps are ineffective in today’s information-rich, sophisticated marketplace. What is […]

Are you real?  Really, are you authentic? We are often told to “fake it until you make it”.  That is bad advice.  People can smell a “fake” a mile away.  What endears people to one another, what opens the heart is authenticity.  We want to interact with real people, not a “made up” version or […]

The time has passed when you could survive in business being a “gatherer”.  Gatherers are those who wait for the business to come to them.  They advertise in the yellow pages, they build websites and then wait for the phone to ring or for customers to beat a path to their door.  When the economy […]

First impressions are critical.  They are key in establishing any important relationship and vital in building a successful business.  It takes only 3 seconds to form an impression and what makes it so critical is that first impressions tend to stick.  Right or wrong, we all do it and most of our judgments are made […]