Mar 18, 2010
Columns
Here's the kind of training you really need
Salespeople often make the fatal mistake of investing in more “sales” training. Why? If you’re going to take a week of training, and you already have sales fundamentals at your control, and you’re a regular reader of sales books, it’s time for you to jump the fence and convert from selling skills to buying motives and customer understanding.
Aug 16, 2006 Most salespeople hate it when customers ask for discounts. It's awkward, and although companies like the idea of gaining almost any business, they shudder at the potential erosion of profit margins that discounts cause.
Have You Created an Impossible Business?
Jan 6, 2006 It's easy to think that any business can be successful if you work hard enough, but there are many situations where this just isn't so. Consultants, coaches, and other service professionals often start a business believing that all they need to do is charge a "reasonable" fee and sell "enough" of their time. But unless you do the math to prove or disprove your assumptions, you may be creating a business that can never succeed. Here's what can happen:
Jan 6, 2006 It's easy to think that any business can be successful if you work hard enough, but there are many situations where this just isn't so. Consultants, coaches, and other service professionals often start a business believing that all they need to do is charge a "reasonable" fee and sell "enough" of their time. But unless you do the math to prove or disprove your assumptions, you may be creating a business that can never succeed. Here's what can happen:
Jun 21, 2005 In a hotel lobby, I passed a seller and a buyer involved in a sales presentation. The seller was engrossed in “making the sale.” He was intensely looking at his laptop computer as he methodically clicked through his PowerPoint presentation.
Will Seminars Get You Clients?
Mar 3, 2005 I often suggest public speaking as a powerful way to show prospective clients what you can do. Many professionals and consultants have built successful practices by giving free presentations to associations, businesses, and educational institutions. But what about producing your own seminar, where you arrange the logistics and invite the guests? Does this work as a strategy for landing clients?
Mar 3, 2005 I often suggest public speaking as a powerful way to show prospective clients what you can do. Many professionals and consultants have built successful practices by giving free presentations to associations, businesses, and educational institutions. But what about producing your own seminar, where you arrange the logistics and invite the guests? Does this work as a strategy for landing clients?
Will Seminars Get You Clients?
Dec 24, 2004 I often suggest public speaking as a powerful way to show prospective clients what you can do. Many professionals and consultants have built successful practices by giving free presentations to associations, businesses, and educational institutions. But what about producing your own seminar, where you arrange the logistics and invite the guests? Does this work as a strategy for landing clients?
Dec 24, 2004 I often suggest public speaking as a powerful way to show prospective clients what you can do. Many professionals and consultants have built successful practices by giving free presentations to associations, businesses, and educational institutions. But what about producing your own seminar, where you arrange the logistics and invite the guests? Does this work as a strategy for landing clients?
Aug 8, 2004 How to Get the Respect Your Business Deserves The key for your home business to receive the respect it deserves is to run your business as professionally as possible, just like any other business.
Unlocking the Value of Your Customers
Jun 12, 2004 One of the greatest thrills in business is acquiring a new customer. Many businesses are too caught up in the excitement of acquiring new customers that they do not spend enough time or money on unlocking the value of their existing customer base. It surprises me how often business fail to regard their existing customers as one of their most valued assets.
Jun 12, 2004 One of the greatest thrills in business is acquiring a new customer. Many businesses are too caught up in the excitement of acquiring new customers that they do not spend enough time or money on unlocking the value of their existing customer base. It surprises me how often business fail to regard their existing customers as one of their most valued assets.
Little Things Make or Break Service Success
May 23, 2004 Next time you walk through your building lobby, take a peek at the badges you give to outsiders. What does it say? Chances are VISITOR is pasted across the front of each badge in big, bold letters. Now ask yourself, what would you rather be, a visitor or a guest? What do you sense the difference is between them?
May 23, 2004 Next time you walk through your building lobby, take a peek at the badges you give to outsiders. What does it say? Chances are VISITOR is pasted across the front of each badge in big, bold letters. Now ask yourself, what would you rather be, a visitor or a guest? What do you sense the difference is between them?
Apr 15, 2004 A curious thing happens to entrepreneurs in the spring of every year. They wake up one day and realize they had better figure out how much money they made last year so they can pay their taxes. But wait, shouldn't a business owner already KNOW how much money he or she made last year, last quarter, or last month?
Paper Management
Sep 10, 2003 Controlling paper is the first step to organization, whether it is business or personal papers. It can be an easy task, providing you WANT to do it and KNOW HOW to do it. I can provide the how-to part and you will need to provide the want-to part.
Sep 10, 2003 Controlling paper is the first step to organization, whether it is business or personal papers. It can be an easy task, providing you WANT to do it and KNOW HOW to do it. I can provide the how-to part and you will need to provide the want-to part.
