Sales

Fill Your Sales Pipeline by Networking

Prospecting is the lifeblood of any sales person. It’s also the activity that many sales people dread the most. Some of our leads come from simply opening the phone book or driving down the street. Others are the result of…

Five Myths About Selling Intangible Services

The biggest difference between selling “things” and intangible services is the pivotal role of trust. Intangible service providers believe a few myths, and those myths seriously get in the way of developing business. Even more importantly, they keep providers from…

Selling Your Website

This perennial question—which has become nearly as ubiquitous as, “How do you get and keep salespeople?”—hit the message board at Radio Sales Café last week, and some good points emerged. Let’s follow the thread. . . The Question I am…

The Popcorn Principle

By the age of five, most civilized human beings have experienced the guilty pleasure of eating popcorn. And you’d be hard pressed to find an adult who hasn’t cooked up a batch. One of my favorite things about making popcorn…

Good Service Alert

Those who know me best understand that the term “technologically challenged” would apply to me. I keep my IT guy on call at all times. So, when I purchased an audio book from iTunes for my iPod and realized that…

Always Be … Listening

Like many of us, I learned a lot from Jim Williams. But like many of our mentors in life, some of what I learned was what not to do. I have a feeling the foregoing statement will be regarded as…

Focus on Interests, Not Positions

By Roger Fisher and William Ury Consider the story of two men quarreling in a library. One wants the window open and the other wants it closed. They bicker back and forth about how much to leave it open: a…

Why good customer service is important

Fact: “It is five times more expensive to generate new customers than to keep existing ones.” The Gallup Organization tells us this, and we all know it to be true. We also know that we humans make mistakes that can…