Monthly Archives: August 2010
People tend to do business with people they like and trust. So how do you sell your product if it competes with one represented by a sales person who has established a great relationship with your customer? That’s the value of creating an unassailable position. Continue reading
I recently read that today’s typical college graduate will have, on average, 12 different jobs during their lifetime. No one can predict what those future jobs might be—unforeseen technological advances alone make that level of prediction impossible. (Just within the last 10 years, we have witnessed the launch of the iPods, iPads Wii, the Kindle and Facebook, iPhones, Droids, and the list goes on and on.) But I’m willing to bet that no matter how technology changes or how the economy grows or how the political tides flow most will get their jobs through some type of networking. Continue reading
The word “compelling” conjures up an image of being persuasive….very persuasive. It conjures up someone taking the action or adopting the point of view you are advancing because it makes perfect sense emotionally and logically and it is in their best interest. If we are compelling in our sales conversations, the odds are that many of our customers or prospects will be impacted by what we say and buy our product.
What makes our words sound compelling to someone else? Words by themselves can be meaningless—it is how we combine them to communicate a message that’s important Continue reading
Recently, I had one of those “ah-ha” moments about a simple yet powerful application of the “thinking like a customer concept”. It started benignly….I was told by a good friend to contact Joe. So I sent Joe an email, mentioning my friend’s name and why we should connect. I didn’t hear from him. Three weeks later I was speaking to a different friend who said I really should speak to Joe. I told him I did and explained that I had sent him an email but he didn’t respond. That’s when he told me that Joe doesn’t answer emails Continue reading