Meeting Your Customers’ Value Metrics
A self-confession: it's hard to fix my own inadequate approach to having value conversations with clients.
Best B2B Sale of the Month: Selling by Doing, Not Selling by Telling
A great job of successful selling by directly addressing issues in real time--selling by doing.
Do You Trust Anonymous?
Would you trust an anonymous person? Turns out, you just might.
A Client for 50 Years
How do you get long-lasting, repeating, long-term clients? Like for 50 years? It's simple.
What Clients Really Want
Clients may say they want service, product and price. The truth is, they want to feel the love.
Deposits and Withdrawals at the Trust Bank
Trust isn't created by making trust deposits, and depleted by withdrawals; it is increased by the level of activity of both.
The Paradox of Selling, Simple and In Your Face
An object lesson in how to sell well, and how to sell badly, from Jack Hubbard.
Selling Without Making the Buyer Feel Sold (Part 2 of 2)
(This post was originally published in RainToday.com). In yesterday's post, I suggested that most salespeople feel a tension between the felt need to sell, and the desire not to make…
Selling Without Making Buyers Feel Sold (Part 1 of 2)
How can you sell, but not make your buyers feel like they've been 'sold?' There is an answer.
Seller’s Remorse in the Marketing Business
What happens when a seller feels disrespected by the buyer? If you're a good seller, you ask what you did wrong. If not, you blame the victim.