What Great Salesmanship is REALLY About
Great salesmanship is never about the salesperson.
Great salesmanship is never about the product or service.
Great salesmanship is about the other person…
Putting THEM First. The Single Most Profitable Way to Do Business
Placing your customer’s interests before your own is not self-sacrificial.
Actually, it’s the most profitable way to do business.
Giving and REALLY Receiving!
Early on in The Go-Giver, Joe, upon realizing he would not land a desired account, referred them to one of his competitors who was in a better position to help them. No, he didn’t want to do that, but he understood it was the right thing to do for the client. This later came back to…
Your Customer’s Tennis Ball
My friend, branding authority, and Certified Go-Giver Speaker, Bill Ellis emailed me a great poster that showed a photo of some dogs — apparently at a museum for those of the canine persuasion — staring intently at a painting of a tennis ball. Now, personally, I can’t imagine the fascination held by a tennis ball. Though,…
Creating The Customer Experience…at The Ol’ Ballgame!
A bad day at the ballpark is better than a…well, actually, I’m not sure there is such thing as a bad day at the ballpark. And at Marlins Park in Miami there isn’t even a bad seat. You know what sounded terrific though: the idea of watching a game from the comfort and viewpoint of…
The Value (And The Sale)…Was In The Solution
My friend, Ilene, related to me a fantastic story on how a roofer helped her own a new roof for her home. Earlier this year a powerful hailstorm greatly damaged the roof of Ilene’s home as well as that of many others in her community. This was followed shortly by a number of roofers knocking…
The Immense Importance of Follow-Up
Recently I was a guest along with leadership authority, Jon Gordon on an EntreLeadership® Podcast. The host, Ken Coleman first briefly chatted with InfusionSoft CEO & Co-Founder, Clate Mask, asking why he believes follow-up is so critical to the sales process. Paraphrasing just a bit here, Clate replied: “People buy when they’re ready to buy,…
Making The Customer Feel…Special
Two of my least favorite activities are shopping for clothes and taking new headshot photos. The first nauseates me and the second…well, I simply don’t enjoy the process. This brings me to a recent experience. As a panelist at Michael Port and Amy Mead’s recent Heroic Public Speaking live event, I took advantage of the…
Duct Tape Selling – A Chat with John Jantsch
He first stepped onto the national stage with his bestseller, Duct Tape Marketing. Then, The Referral Engine. When it comes to marketing and sales, John Jantsch simply knows what he’s talking about. The man is GOOD!! So, I was very excited to hear that he was coming out with a new book entitled, Duct Tape…
In the Eyes of the Beholder
While price is a dollar amount, value is the relative worth or desirability of a thing (product, service, idea, opportunity, etc.) to the end user or beholder. If you want to sell successfully, it’s vital to remember this… “Value is always in the eyes of the beholder.” Ask questions to better understand THEIR wants &…
