I’ve met a lot of really interesting entrepreneurs and business owners over the years. Almost every single one of them had either a passion for serving that made them stand out or a product or service offering that had great value.
In marketing people often refer to their unique selling proposition or selling point (USP).
The definition of unique is:
“Being the only one of its kind; unlike anything else.” ~ Google
Here is the thing.
Unless you […]
Sometimes lessons come from places you don’t expect and still impact you many years later.
About 22 years ago, I was 28 and taking horse riding lessons. I rode English and if you are familiar with the style, the saddle is quite small compared to Western. I mention that because it becomes somewhat relevant later in this story.
I think I ended up in that style in the […]
Who knows your clients best today?
Your marketing team has likely defined the ideal client or target market. If they are good they’ve also built out avatars of what those clients look like. Online or offline they are generating leads for sales.
If you have a social media presence you might know who your followers are. If you are good at it you might be engaging well online and gaining further market insights; maybe even some […]
In this guest post by Certified Go-Giver Coach and Business Growth Authority Doug Wagner, you’ll learn how to move the selling process from non-productive to very productive…through a simple crossing of the bridge to value. Powerful!!
Enjoy Doug’s wisdom! – Bob Burg
I was conducting some sales training over a period of 3 days this past fall and observed something happening repeatedly during the practice sessions. When I reflected on my own […]
“8 Keys to breaking this habit and improving your sales (and your love life).”
Sometimes plans don’t unfold as you intended.
An explosion, an underground fire, and a five-day power outage in Calgary recently conspired to alter events for me. Rather than following my intended schedule, I got a chance to conduct some off-site sales training for a couple of days.
And I learned something about yet another male stereotype. We were doing some group role playing around asking […]
"Because stereotypes and sloppy thinking can be the death of any salesman."
My latest post on The Good Men Project. Two very common sales mistakes are fed by the way our brains latch onto stereotypes.
Learn how to use it to your sales advantage instead.
“All things being equal, people will do business with and refer business to those people they know like and trust.” Bob Burg and John David Mann – The Go-Giver
At first glance the Go-Giver is a book about sales.
I agree. Following The 5 Laws will help you sell more.
The Laws apply to life and business as well.
Because they are largely about being human, building relationships and putting the interests of others first while being open to receiving.
We are focused on Joe and how his story relates to us.
But there is another […]
"Is the moral fiber of corporate executives really on a rapid decline? Or are we just privy to more of the details, and therefore in a place of power to impact the outcomes?"
It is getting harder for companies to brush bad behavior under the carpet when their top executives mess up. This has both good and some dark implications on where things could go for businesses and society as a whole.
My latest article […]
Maybe you just lost a big client or didn’t win a big proposal. Maybe you are just getting going in your business.
What is the first reaction when you have a cash flow shortage in your business?
If you are like 99% of people your first reaction is “I need more money, fast. How do I quickly get more money?”
You’ve now shifted the focus to you.
Not your client.
I recently caught myself thinking something like this. “How do I make another $10,000 dollars per month?”
If you go to try and sell something in this frame of mind, it will probably not go well. […]
Back in the dark ages, villagers and townspeople would often react to a rumor and then take action swiftly to bring justice upon the presumed guilty party without waiting for the authorities to resolve it. The more emotionally attached people were to the crime, the less real or confirmed information they needed to follow the crowd and exact revenge.
Unfortunately two things were often true: