Tag Archives: sales 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 […]

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” […]