#002 Customer Needs: A Sales Secret You Can Use Today
There are three types of customer needs. Since needs and desires drive the sale, shouldn’t you know what they are?
View Article#001 Seek Commonality with your Customer
All of us in the greater community are different…and we’re all the same! No matter how different you are from your customer, focus on the similarities with him, not the differences. Seek commonality...
View Article#003 Sales Prospecting for Non-Prospectors
Some consumer sales people live or die by their prospecting activities (insurance, real estate, for example). But almost every B2C sales person can benefit from prospecting for new sales leads, but you...
View Article#004 Interview with Martin Lindstrom, Author of “Buyology”
Martin Lindstrom is a global branding expert and brand futurist who travels 300 days per year to consult with some of the world’s top companies on branding issues. He is the author of “Buyology: Truth...
View Article#005 The Essence of Selling
One way of think about the essence of selling is to recognize that successful sellers must get their prospects to make a yes or no buying decision. The best salespeople are better at driving customer...
View Article#006 The #1 Reason Prospects Don’t Buy
Much has been written about why customers buy. There are theories about timing, about making sure you’re in front of the right prospects, about the role of trust… But not as much has been written about...
View ArticleInterview with Shane Gibson, Co-Author of “Sociable!”
Some companies and salespeople have not been early adopters of social media strategies to improve our sales. Yet, many are using social media as an effective tool to increase brand awareness and engage...
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