Many potential, and current, business owners hate the thought of selling because they recall only the salespeople who were overly aggressive and excessively persistent in their approach. They don’t want to be that person. These business owners fail to recall … Continued
If you want to increase sales, stop naming things. When you name things, you risk losing the sale because the prospect isn’t familiar with the terms you’re using. Confusion results in lost trust, lost interest and, in all likelihood, a … Continued
When I ask business owners what their customers are buying, I usually get a litany of their products and services. In reality, there are only three things any of us buy: Image Innovation Time savings Image We buy things because … Continued