The Objection Crusher: 3 S System

Tim Wilson, the objection crusher, was our guest on the Cash Flow Show: Home Business Radio. He shared his technique for how to overcome objections...

The Challenged Customer

Our customers (and us) live in worlds characterized by information overload, rapidly changing circumstances, increasing demands, rising management expectations, scarcer resources, increasing scale, disruption,...

The “Chaotic” Buying Process

We know the importance of the marketing and sales process. It provides us a structured, disciplined approach to engaging our buyers. In theory, it...

Influencing the Next Generation of B2B Buyers

Millennials might still seem like children to some. However, they are taking the labor market by storm. In fact, in just three years, Millennials...

Who is Your Customer?

One of the single most important concepts in marketing and sales is the “Ideal Customer.” Yet it’s an area too few focus on. When I...

Why Are They Buying?

I was sitting in yet another deal review. The sales person was describing the deal, focusing on what the customer wanted to buy. The sales...

What Did the Customer Learn as a Result of Our Meeting?

Usually, after a sales call, we ask ourselves, “Did I accomplish my objectives?” (That is if you assess yourself after the sales call.) It’s a...

Why Buy IT? Why Buy MINE? Why Buy NOW?

What a powerful set of three questions. These are so succinct, so well defined, so precise that everyone in sales and everyone involved in...

Apply These 5 Retail Interior Design Trends Now to Wow Your Customers

Retail design trends are constantly changing. E-commerce has completely altered the face of retail and consumers are demanding more from brick and mortar shops. Since...

On Differentiation

Differentiation is critical in helping customers select our solution over the alternatives. As important as it is, most sales people do a terrible job at...

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