Customers have legions of salespeople trying to sell them, all claiming to have the next best thing since the Snuggie. So ask yourself, what value do you bring them? What value does your product or company offer? If you can’t easily answer that question you might want to choose another line of work, or better yet, … More Do you provide value to your customers?
Not so long ago in a galaxy far, far away, oh wait that’s a movie. But seriously not so long ago items on your desk that were considered essential to success would have included a Rolodex of business cards, a pad full of notes and a road map to make sure you knew how … More Tools for Our Trade
You’ve tried everything, you’ve begged for a lunch, dinner, coffee & asked every personal question under the sun, but you’ve come up with ZILCH, NADA, and BUPKIS in terms of getting to know your buyer. And we’ve all had that type. The kind of person that will listen to you for an entire meeting and … More How to Break the Super Secretive Buyer
We all know that getting a prospect to lower the proverbial wall and let us in to actually know them on a personal level is sometimes easier said than done. Meetings in their office on their home court make it very easy for them to make that barrier the size of the Great Wall of … More The Power Of Lunch