Why Ignore Efforts to Improve Your Sales Process? You like money, right? Is it a good idea to burn it? Obviously not. So why do so many small business owners do it? Yes, I'm saying it: Not doing the work to improve your sales process is the same as burning money. If sales is the [...]
When people in an experiment by Daniel Mochon of Tulane University were shown two DVD players, 32% indicated they would buy one of the brands and 34% chose the other. But when the participants were shown a single DVD player, only 9% or 10% (depending on which brand they saw) said they would purchase the [...]
Sales Process: Step 3--Presentation We're talking Presentation, the third step of the Online Sales Process, this month. By the time you get to this step, you've Greeted your prospect, been through Rapport Building/Investigation and discovered their need and that they are a good fit for your services. Now it's time for you to Present your [...]
Business Consulting Question: Is It Worth Getting Sales if you Have To Lie? I'll make it easy: Don't lie! Most Recent Example: Alignable Many of you have seen the regular emails that you get from this company. It seems like they are trying to be another version of LinkedIn, but I have not seen [...]