The Golden Rule is Stupid
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The Golden Rule is Stupid

Obvious clickbait title notwithstanding, allow me to explain. As a customer or client we usually don’t have high expectations. Most people are happy to accept average service. For example look to your favorite casual sit down restaurant. Drinks? Check. Food decent? Check. Server that doesn’t hate you? Check. Hello 5 star google review.  But is...

On August 30, 2018September 3, 2018by
Our Priority List (and why it should be yours too)
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Our Priority List (and why it should be yours too)

Top, Bottom, Middle. Typically the order of priorities for a business is Customers first, then employees, then your customers customers. This is the model that looks right from the outside. At the top of the list is customers, the ones that are paying the bills, in the middle is employees, the ones providing the value, at...

On December 12, 2017December 12, 2017by
Selling: Give Your Money Context
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Selling: Give Your Money Context

Context is important. From conversations you have to stories you tell your friends. Context is what makes everything makes  sense. In sales it’s no different.  Even after the budget has been determined it’s still possible to sticker shock a customer and lose the sale. In order too avoid that, it’s important that the price you’re presenting...

Selling: What’s Your Budget?
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Selling: What’s Your Budget?

The Second Most Important Question. After you’ve figured out “why” your customer needs your product. You need to make sure they’re not going to be sticker shocked when you present your product to them. Each customers budget is going to be different and that’s ok. Some people are looking for the Ritz Carlton service, others...

Selling Starts With Why
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Selling Starts With Why

Happy Business; Happy Customer Selling can be rough. Let’s get started on exactly where you begin the process and how it’ll benefit you and your customers. When you first encounter a lead who wants to buy your service, what’s your first question? Are you asking about their business? Getting an idea for what they want?...

Sales People: We’re Not All Evil
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Sales People: We’re Not All Evil

Did you know there is a segment of our population that thinks salesman are evil-spawn? They honestly think these people live only to suck as many dollars out of their customers as possible. This surprised me when I was  first faced this lovely misconception.  Early in my career I worked as a salesman of high-end...