Can You Differentiate Yourself from a Competitor in a Sales Presentation?
Focusing on your competitor dilutes your ability to be client-focused; differentiate by being who you are.
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.
A Client for 50 Years
How do you get long-lasting, repeating, long-term clients? Like for 50 years? It's simple.
Why Saying ‘I Understand’ Is an Act of Arrogance
The best way to express empathy is not to say you understand them.
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.
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…
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.
Everything I Needed to Know About Sales I Learned From my Father
Sonmetimes the best selling just looks like trust talkin'.