Posts from — September 2006

Cold calling is, without a doubt, one of the greatest challenges faced by salespeople. In my years as a sales coaching partner to the Fortune 500, I have heard countless tales of otherwise smart executives who had yet to master this technique. They struggled twice as much as their peers just to meet quota and had totally lost passion for the game.

Having spent my share of time in the trenches, I feel their pain. And that’s why I make sure to address cold calling in all my classes, whether they be corporate training engagements or my LIVE seminar series, which are open to the general public.  Read more...

If you are not specific in telling customers how to decide between you and your competition, they will choose based on the one thing they do understand: price.

Unless you are Wal-Mart, your aim for “everyday low, low prices” could be putting the profitability and the health of your business in grave danger. By definition, most small or midsize businesses do not generate enough volume to compete on price and price alone.

The opportunity lies in your ability to define your advantages and teach your prospective customers how to buy whatever it is you are selling.  Read more...

A few years ago I temporarily shut my business down to refocus, rename and rebrand my company. I also had to figure out what to put on first web site. Finally, after several months of gut-wrenching work, I was ready for prime time – eager to get back to work.

My value proposition was strong; my target market clearly defined.

After identifying companies that met my parameters, I went on-line to research them. I requested annual reports and read them carefully. I wanted to ensure that when I talked to the executives, my services were aligned with their business objectives. Then, I developed my Top Ten List.  Read more...

Not long ago my wife and I were planning a get- together with some friends and wanted to serve a cheese board after dinner. So, we ventured to a local market to look for some cheeses.

We asked for one particular cheese at the first vendor we visited and were told that they did not carry it. No effort was made to recommend anything else and we left without making a purchase.

As we walked through the market, I noticed the cheese we wanted at another vendor. After tasting it and several others, we selected two cheeses. Total sale: $17.  Read more...