Tag Archives: sales

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 […]

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 […]

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 […]

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 […]

BUILDING A REFERRAL BASED BUSINESS FOR MORE CLIENTS (Before you meet with your client) Step 1 – Select your target market: Select your market based upon who can pay you, who needs what you offer and whom you desire to work with.  Know your target market intimately. Step 2 – Compel them to call you: […]