Tax-free weekend proves one thing: you can’t just have a boring discount. People do more for a tax-free discount than they will for discounts that are actually better.
You might not know right away what it is that your prospect is buying, but don’t ever try to persuade the to buy what you’re selling. You, Mr. Salesman, are the one who needs convincing. Take notes, notice what they respond best to, and keep hammering it home.
I just got off the phone with a telemarketing rep for a business consulting group. During our quick 60 second conversation, I was disappointed not once but three times in their sales approach:
Brett’s note: One of the first blogs I read when I dipped my toe in the blogosphere’s waters was Portland’s Finest Advertising Blog by Phil Bernstein. I still read it today. Phil Bernstein was gracious enough to entertain my own curiosities a few months back, interview-style, and I wanted to share it with you in this [...]
“Increased profitability. Decreased costs. Improved retention. More productivity.” Just about every business-to-business service out there today promises these end results. If you’re one of them, stop doing it. The problem is that every single one of your competitors is promising the same thing. Of course, that doesn’t mean that one of these end results shouldn’t [...]
Great salespeople aren’t necessarily slick – they’re sincere. Here are five quick traits I’ve noticed in sales pros, and how the good ones treat it way differently than the bad ones.
Brad wrote an excellent recap of some of his branding work at Hallmark. There are lots of nuggets in this post, but what really stick out to me are his thoughts on adding new distribution channels while maintaining the traditional channels that got you to where you are today. In his example, Hallmark wanted to [...]
This is part 2 of the series “Maximizing Trade Shows.” Too many people go to trade shows not knowing exactly what they hope to accomplish. “We always have a booth at this show.” “This is THE show for our industry.” “Our competition always has a big booth there, so we need to have one, too.” [...]
. . . . but they are a necessary evil. To the extreme minority who keep up with this blog regularly, I apologize for being MIA the last week and a half. I’m currently in Orlando at my third trade show in 2 weeks. Since last Sunday, I’ve been to Chicago, Orlando, then back to [...]
