Mantra – a word or phrase that is repeated often or that expresses someone’s basic beliefs – The Britannica Dictionary – The following are the six simple business (selling) rules that I live by … You must be perceived as being different … It’s crowded out there. Regardless of what business you are in, you
If you are in sales, you know that it’s crowded out there. So many competitors. Selling has also become more complex and this is largely due to changes in buyer behaviors. Since time began, salespeople have been viewed by many buyers as a necessary evil. Now, with the internet, they are self -educating in an
Let’s start with CRM (acronym), Customer Relationship Management. We used to call them Contact Managers, but should we really be managing our contacts? No, we should be managing our relationships. Apparently managing is now a bad word. Instead we should be leading. Leading where? Not through the sales process. Now we must address the buyer’s
Today’s topic is …. URGENCY. Specifically, is having a high degree of urgency a necessary selling characteristic? I have never seen a successful salesperson who does not display, at the very least, SOME modicum of urgency but, it’s not always that easy. Not all selling scenarios are created equally. Acting urgently simply for the sake
Powerful Sales Results. Every Lead. Every Time” Do you remember that scene in “Jerry Maguire” when Renee Zellweger says to Tom Cruise … “You had me at hello”? The author of this book, Weldon Long, had me at his dedication page … “This book is dedicated to the passionate and hard-working men and women who
In an article earlier this year, I announced “Craig 4.0 – My Final Work Chapter”. Well, here it is. I figure that I have five more years left in me and, as hard as I want to try to fully retire, work continues to be my main hobby so … I’m stuck. This does not,
