Her eyes lit up – “Daddy, I did it. Did you hear that!?” No matter how hard she’d been trying, she couldn’t get the D chord to ring out on my guitar. So I handed her a different guitar. She didn’t know that: – It was an extremely rare guitar – 1/640 ever made– It […]
Using Social Media to Sell
Some in sales are not sure how to use social media to attract business. There’s a lot of fear. Questions and thoughts include: What do I say? I’ve got nothing original to post. I’m not a great writer. What if it isn’t good. I want to, but I don’t know how. I don’t like a […]
Your Sales Approach Might Be Backwards
Your sales approach might be backwards. If you start by talking about you and your solution, that’s backwards. If you start with the history of your company, or your cool product, or your awesome services – it’s backwards. First, talk about them. Them, them, them. That’s what matters to your prospect. In sales, start with […]
The Prospect Deflated Like A Balloon
Cue the sad squealing sound of a dying balloon…that was the prospect’s facial expression as it went from excited to deflated. Picture the chin quiver of a baby about to cry to tap into the feelings we rarely express in business. She “was” excited to speak. You could see her eyes light up when she […]
Want to stand out from the crowd?
Consider using… CONTRAST It does three things really well: It’s a simple way to get your prospect’s attention It helps your prospect see you more clearly It allows you to play to your strengths Here are some examples: If you’re small, contrast your personalized touch to the big, impersonal firms It might sound like this: […]