Tag Archives: Business success

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 […]

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 […]

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 […]

As a coach, I ask a lot of questions.  If fact, powerful questioning is among the core competencies of competent coach.  We ask questions that evoke discovery, insight, commitment or action.  We ask questions to gain greater clarity and to move clients closer toward what they desire. One of my favorite questions is “why?” Why […]

One of the lessons I have to learn and re-learn is to remain focused.  In Golf it’s called “Keeping your eye on the ball”.  If you take your eye off the ball, you’ll likely miss-hit it off into the rough or at the very worst you miss the ball entirely and “whiff” it.  In business, […]

How do you get what you want?  The simple formula has been around for thousands of years; “Ask and you shall receive”.  If you don’t have what you want, you probably are not asking for it or you are not asking intelligently.  If you don’t have enough business, are you asking for it?  If you […]