When everyone in your business is an expert in the art of follow-up, you are a long way down the road to success. Follow-up is one of the artful skills and required tasks that cuts across several aspects of your operation. Follow-up is required: * With prospects considering a purchase, * With customers after they […]
Hope is rampant in sales. We need it to keep going – but we also need to avoid being fooled by false hope. The longer a deal stays in your sales pipeline, the less likely you are to ever close it, even if your prospect claims that he or she desperately needs your offering. Purging your pipeline regularly […]
The adage, “Don’t put all your eggs in one basket,” holds true on every day of the year except Easter. And for many small businesses, it’s advice that should be considered quite seriously—especially in this digital age when product life cycles and customer sensibilities change more quickly than the leaves in Vermont come October. Hollywood […]
There has been a lot of news recently about multi-level marketing companies. However, most of it has appeared in investment articles, not on the business pages. Billionaire hedge fund manager William Ackman has been waging a public battle against the huge MLM company Herbalife, claiming that it’s a pyramid scheme. Holding a short position on […]
Decision makers don’t care about your product’s speed, specifications, or efficiency. They don’t care about the wonderful methodology you use. Your offering is simply a tool. They care only about the results your offering delivers for them. Buyers are particularly attracted to phrases that are linked to their business goals and objectives. Start speaking in […]