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Three Types of Information
There are three types of information that we deal with every day. They are:Context – Big PictureContent – nuts and boltsMeaning – the impact.It is the interaction between these types of information...
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How Your Customer Feels
The role of any person in sales is to meet the buyer, understand their problems and guide them to the sale.The role of the buyer is to evaluate the sales person, their product/service and the value it...
View ArticleThe Buyer Doesn’t Care
The buyer does not care about you.They don’t care how old your company is, how long you have been working in your position or how many awards your company has won.They have no reason to care. They...
View ArticleA$$ and Ego
Most (not all) buying decisions are based on either covering our backside, or positioning ourselves favorably in the eyes of others.No one wants to be known as the person who bought on the dud supplier...
View ArticleGo High
If you want an audience (buyer) to engage with you, you need to communicate from their world – not yours.But many sales people will ask about the content they sell (e.g. Do you need any blue widgets?)....
View ArticlePack, Push off or Provide
There are only three possible outcomes after a sales pitch:Pack – pack the order and send it outPush off – Go awayProvide – give me samples, specs and pricingMost companies have strategies for two of...
View ArticleWhere is the Head Office?
Most fast food chains do not have a head office for their restaurants. They are called Support Centers.The State Manager, Manager of HR, Manager of Business Development sit in this support center. It...
View ArticleSales Presentations
The typical Sales Presentation is like a bad date – the person talks about themselves all night while you have to sit there and listen. Sure you want to know about them, but you want to share about...
View ArticleWhat If You Doubled The Price?
What if you doubled the price of what you are selling? What additional value would you have to demonstrate to make it so valuable to your customers still wanted to buy it over the cheaper...
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The Contradiction in Presentations
In 2010 the iPhone 4 was launched. If you had one you were one of the cool kids. Now if you still have an iPhone 4 you keep quiet about it.In 2014 it was common to go to the DVD store on a Saturday...
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