Monthly Archives: April 2011
5 Rules for Connecting with Customers
It helps to keep things simple. Yes, you should read books and learn all you can about what you can do to excel in your chosen profession. But sometimes I think we go overboard and make things more complicated than they really are. If you are in sales, for example, it won’t hurt to read books on how to build business relationships or connect with customers. Continue reading
Customers Reveal Only 20%
The other day I read a statistic about selling—that customers reveal only 20% of what they are thinking. So how do you get them to share that other 80%? It would probably help to figure out why people don’t share all their thoughts. After all, Thinking Like a Customer is our mantra. There are probably several reasons customers want to keep certain thoughts to themselves:
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Selling—Giving People What They Want
“If people want what we don’t have, we have no right to sell them what we do have.” True sales professionals live by this philosophy espoused by sales guru Fred Herman. It’s our golden rule. I was reminded of this … Continue reading
What Is So Great About Uncertainty?
People continue to amaze me. When you read articles about how people behave in certain circumstances (often not what you would expect), it often provides confirmation of some of the concepts I have been advocating about selling for years. Case … Continue reading
