Category Archives: Selling

Six Key Sales & Marketing Questions for Business

When building a business and your client base, there are six key questions you should ask. By addressing these questions now you can hone your sales and marketing strategy for greater success. 1. What makes you different? This is what a competitor’s star salesperson asked me as I was trying to convince him to join Continue Reading...

Ultimately it Gets Down to Trust

Just about anyone can get someone to buy something once. Successful businesses create perpetual customers. If you ask them why they keep coming back, you will find a common thread… Trust; customers buy because they trust you. These days it’s amazing to me that being truthful seems to be the exception rather than the rule. Continue Reading...

Know What Your Customers Really Want

There are lots of ways to shorten the sales cycle, but none work better than finding out exactly what problem your prospective customers want you to solve for them. That’s because, once you know what prospects really want and what ultimately makes customers want to buy from you, getting the order is under your control. Continue Reading...

Talk Less and Sell More

Yesterday a bright, very confident young sales guy came into our company and started telling the attendees and me in particular, why we should buy what he was selling. His argument had merit, but his sales pitch (and this guy is a salesman) was horrible. First he felt we should all know just how smart Continue Reading...