Often, in the selling process, we encounter an objection that, while it may be very legitimate, is not the true reason for the prospect’s hesitation. This might happen because the prospect is too polite to share their real reason and doesn’t want to hurt our feelings (even though we’d rather they did) or, he or…
With the amazing success of the recent Go-Giver Tour launched by four young entrepreneurs out of Chicago, I’m more and more impressed on how today’s young mavericks have not only grasped the mechanics of social media but have an almost intuitive understanding (I’m sure combined with lots of study) on how to effectively work with…
This morning I was at Dunkin’ Donuts for my usual Sunday treat of two donuts, two cups of coffee, and three hours of reading (in between saying hello to some regulars). This was a new Dunkin’ store that opened a while back and they – just yesterday – had their official grand opening, complete with…
(If you’re just joining this series, feel free to read the previous installments.) Welfare – Has it Helped the Poor? (Part 3) Thus far, we’ve looked at how, like most government programs (even the well-intentioned ones), the “War on Poverty” has been both an abject failure in its own right and has caused numerous unintended…
In our business parable, The Go-Giver, John David Mann and I cite “The Law of Authenticity” which says, “The most valuable gift you have to offer is yourself.” In other words, as important as sales skills, technical skills and people skills absolutely are to the process of selling, without being truly authentic (and being able…
Let’s face it; as residents of this earth, no matter who we are, what we do, or who we know, there are times when we have to deal with those difficult people who might — for whatever reason — choose to stand in the way of our pursuit of happiness. It might be something big,…
(If you’re just joining this series, feel free to read the previous installments.) Welfare — Has it Helped the Poor? (Part 2) In Part One, we looked at how the “War on Poverty” — as well intentioned as it surely was — turned out to be an abysmal failure, creating not only more poor, but…
Is it just me, or do you find it a bit annoying when someone “friends” you on Facebook and then asks you what you do (i.e. what line of work you are in)…when you’ve posted a description on your Facebook Info Page? Now, before you think I’m just being “nitpicky” let me ‘splain (“Oh Luuucy,…
So often in these articles we talk about giving before receiving, and that is certainly a very important aspect of helping a person to feel comfortable with you, and want to do for you. Whether in social relationships or sales, being the first to reach out is an extremely effective human relations strategy, as well…
“Your price is too high” are five words that seem to strike terror in the hearts of so many salespeople. But it really need not. In this article, we’ll look at some sage words from 19th century English philosopher John Ruskin that will help overcome this objection. I’m often asked, “What would you suggest is…
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