“A verbal contract isn’t worth the paper it’s written on.” Samuel Goldwyn. There are a lot of quotes and adages that reflect the idea Samuel Goldwyn was getting at. The heart of the matter is this: When we get serious about something, we put it down in writing. Until something is on paper (or perhaps […]
NPR’s Planet Money once followed the top vendor at Fenway Park as he plied the stands and introduced listeners to a slice of life that’s a microcosm for sales everywhere. But before we get into the habits that make Jose Magrass the highest-earning vendor at Fenway Park, there’s another lesson here that management needs to […]
PokemonGo. Clinton vs Trump. The crash in oil and gas prices. This week’s collection of hand-picked, carefully curated content seems to be greatly influenced by world events. Nonetheless, you’ll find it also greatly beneficial for the success of your small business. Leadership, management, and productivity Customer service can be difficult when a business is growing […]
To reveal why your open-ended questions in sales are more important than any of your spot-on answers, let me relate a conversation I recently had. A young couple was telling me about their new car buying experience. Her Nissan Cube had been totaled in an accident (fortunately no one was hurt) and she wanted a replacement […]
Why stand behind all your sales with a zero-risk promise or money-back guarantee? There are a few answers to that question, but the most important one is this: Zero-risk promises and money-back guarantees build trust. Trust is the single most important element required for building a long-term relationship with a customer or client. Trust is […]