Monday Sales Tip: How to Get An Honest Testimonial
Good advice from RAB.com: Generating testimonials Sales trainer/consultant Colleen Francis Make it easy for people to provide testimonials. One of the most common comments you’ll hear from clients when...
View ArticleMonday Sales Tip: Communication Beyond Words
Guys, when you ask your lady what’s wrong and she says, “Nothing”, but you know it’s really something… You understand exactly what this sales tip from RAB.com is talking about, right? Evaluate what...
View ArticleA Baby Boomer Primer for Millennials
A great article from Mediapost last week talking about my generation: 7 Things Marketers Can Learn About Boomers From ‘Grace And Frankie’ by Derek Dunham If you’ve already binge-watched the entire...
View ArticleMonday Sales Tip: Commitment
When does someone commit to spend money? It really depends on the complexity of the purchase. Over 99% of the people who go to a fast food restaurant are committed to spending money. They have to...
View ArticleMonday Sales Tip: Slumps
Summertime is a challenging time for some sales professions. A lot of the people you want to meet with are not available due to, well it’s summertime! Summer is vacation time for some people. Others...
View ArticleWhy a Mobile Friendly Website Matters
Earlier this year, Google warned us that websites that they deemed not-mobile friendly would suffer a decline in their search engine organic results. Now we have data from Mediapost that shows us why...
View ArticleMonday Sales Tip: Credibility
It’s an interesting concept. How do you establish yourself as someone who can be trusted? Here’s some ideas from RAB.com: Demonstrate credibility Sales authority John R. Graham It’s not enough to tell...
View ArticleMonday Sales Tip: Little Steps Count
Feeling overwhelmed? Here’s some timeless advice from RAB.com on how to keep on task and make progress: Just do something Sales speaker/consultant Tim Wackel Everyone knows the “apple a day”...
View ArticleMonday Sales Tip: Gatekeepers
Would you rather have someone helping you connect to the person you want to meet with, or someone blocking you? That is the role of the gatekeeper. More from RAB.com: Who gets past gatekeepers?...
View ArticleThe Best Marketing Tip from Seth Godin
I saw this bit of wisdom on his blog 10 days ago: Yes!, please and thank you Don’t jerk people around Here’s a simple marketing strategy for a smaller company trying to compete in a big-company world:...
View ArticleMonday Sales Tip: Do You Know WHO to Look For?
This sales tip from RAB.com is about Cold Calling. However, the idea of classic cold calling has been replaced with Smart Calling, getting information on prospects before you call on them, which is...
View ArticleMonday Sales Tip: Dealing with Price
A nervous salesperson will not want to discuss the price of what they are selling and this can be a fatal error. If you are talking to a customer and they begin asking questions about the price, it...
View ArticleHow Can You Be More Customer Friendly
From the ScLoHo 2008 archives: From the Business Turn Around site: How NOT to embarrass your customer Providing a good customer experience isn’t always about what you add to your business. Sometimes...
View ArticlePolitical Marketing from 2008
My how things have changed but stayed the same too. I’ve pulled another article from the ScLoHo 2008 archives. This was just before the 2008 Republican Convention. We now have the hindsight to see...
View ArticleRoy Williams on Advertising Messages that Work
Earlier this month I decided to take a week off from writing fresh articles. Some people would simply not publish and be silent. I dug through my ScLoHo archives from 2008 and found a few worth...
View ArticleMonday Sales Tip: What Do You Do?
I recently joined a local B.N.I. group again. I was an active member for 3 years before but when my job changed I didn’t continue. Now several years later, I have joined again. B.N.I. is a...
View ArticleMonday Sales Tip: I Don’t Know
Honesty. It is what builds trust. Having all the answers. Not so much, if you aren’t honest. It’s better to say, I don’t know, then to bluff your way through a question that you don’t honestly know...
View ArticleMonday Sales Tip: Ask For It
Good advice from RAB.com: Asking for the Sale Here are some things to keep in mind to help you remember the importance of asking for the sale: • If you’ve done a good job explaining the benefits of...
View ArticleMonday Sales Tip: Mind Your Manners
Good advice from my sources at RAB.com: Words salespeople need to use more often Sales author/trainer Kelley Robertson I am often contacted by people seeking advice, and in most cases, I am more than...
View ArticleMonday Sales Tip: Facing Your Weaknesses
We have an interesting working theory at our company and that is to focus on a persons strengths. The concept is to enhance our capabilities instead of trying to transform us into something else. I...
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