Many of you are small biz entrepreneurs, so effective marketing is critical to your success. With that in mind, I am happy to “treat” you this Halloween with this business building tip from guest blogger Paulette Ensign, founder of www.TipsProducts.com Build Your Business by Being Pleasantly Persistent Throughout the years, many solopreneurs have reported they …
One way to deal with price pressure (there are others) “Persist — with Justification.” If you can justify your terms, it is not necessary to change them. Example: WEAK: Seller: That will be $1500. Buyer: You must be joking! I will only pay $1000. Seller: How about $1200 BETTER Seller: $1500 is a very fair …
How often does this happen? You did your due diligence, you had a series of great meetings, your presentation went well, the prospect seemed enthusiastic and then—radio silence. You call, you write, you email, you text, you call again—and still nothing. You wish they would just tell you “No” rather than leave you hanging. What …
“Only the right diagnosis can lead to the right treatment” is both the premise of a fascinating new Netflix show called “Diagnosis” and a timeless principle for sales and presentation success as well. While the show leverages the reach of the internet to find the right diagnoses for people with seemingly untreatable diseases to get …
Potentially revolutionary, article in The Wall Street Journal today has a direct parallel to sales success. Apparently, The Business Roundtable, leaders of some of America’s largest companies, changed its statement of decision making purpose from being based solely on achieving the highest profits for shareholders (investors) to now taking into account “all stakeholders” – employees, …
In the world of comedy, when a joke flops, they say the comedian “died” on stage. In business, when a presentation flops, the presenter can be said to have “died” as well, if not on stage, at least in the meeting. The best way to avoid such an embarrassing (and costly death) is to master …
Riddle: Three frogs are sitting on a log. Two decide to jump off. How many are left on the log? Answer: Three, because deciding to do something is not the same as actually doing it. Everyone feeling good at the end of a meeting is not by itself advancing to a next step. Closure only …
If you sell on the phone, please don’t do to prospects what a sales rep recently did to me. I had called to inquire about their roofing service and was immediately hosed with a flood of information about the company, its history, their various services, the different types of roof I might get, their reliability, …
This is the dilemma PowerPoint presenters face: When you stand during a group PPT presentation, all eyes and ears are directed at you and, up to a point, that is fine. However, monologues, even good ones, can’t tell you How much do listeners really understand? How do they really feel about what you are …
When you are angry, do you want people to tell you immediately to calm down? When you are sad, do you want them to advise you right away to cheer up? When you are upset, do you want them to tell you to just forget about it? No, No, and No. It is more likely …
The story goes that Picasso was at a cocktail party when he was approached by an admirer who asked if would please sketch her portrait on a napkin, for which, of course, she would pay him. Politely obliging, he quickly drew her profile. When she asked how much she owed him, he said, “$500.” “$500!” …