It probably seems as though every one of your suppliers should do handstands, backflips and somersaults just to make you happy, doesn’t it? After all, aren’t they dependent upon your favor in order to make their living? Strange as it may seem, it often doesn’t matter. In fact, depending upon the product or service they…
In a recent article written for a Legal Publication on how lawyers can effectively market their practice, I mentioned one of my favorite books, The E-Myth as it pertained to systemizing one’s business operation. In both my writing and live presentations, I often refer to systems, and personally define a system as, “The process of…
I was recently asked, “Why do you and so many other authors on sales put so much emphasis on our using testimonial letters?” Tell me; which will more effectively persuade you to buy my “widget” – If I, the salesperson, tell you how great it is? . . . or if your neighbor, or friend,…
Perhaps my favorite business relationship-building question – the one I call “The One Key Question That Will Set You Apart” – is, “How can I know if someone I’m speaking with would be a good prospect for you?” This not only causes you to focus on how to add value to this person and the…
A subscriber wrote to ask what to do during an upcoming formal event where a bunch of attendees would go from person to person for an orchestrated five-minute exchange of networking (italics on purpose). In other words, as he put it, “we’ll each have five minutes to pitch ourselves and our products/services. So, how do…
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