selling

September 1, 2009

• Marketing Lessons – Turkey and Havarti at Borders

  

  Learn From Those Around You And Your Business Will Improve

  There's a part of the brain that's called the Reticular Cortex. Here's how it work:

  Do you know when you buy a new car and then you start to see the same car all over the roads? Did other people just buy the same car OR were they always there but you didn't notice them until you started to focus on them?

  Right – the latter.

  So… when you start to look for marketing lessons, you'll find them all around you.

  And not those institutional ads you see many companies wasting their money on. I'm talking about direct response marketing ideas that you can use to make you some money.

  Each week I go to Borders Books and Music near where I live (it's in Springfield, PA USA) (Read About My Borders Books and Music Here In My Piece Borders – Your Office Away From Home!) for what I call DPS Time – Dreaming, Planning, Scheming Time when I can work ON my businesses and not IN them. We spend so much time DOING but we need to spend more time thinking through what we want to do with them.

  Recently I saw a marketing lesson I want to share. They are all around us if we will look.

  Read more on Marketing Lessons – Turkey and Havarti at Borders…

July 28, 2009

• Salesmanship – Sell Yourself FIRST To Win New Business

  

  Selling yourself FIRST will lead to more business because YOU are often the product or service

  YOU are often your primary product or service.

  YOU are what your clients or customers buy.

  YOU are the first-line of contact and how your prospects see the business you run.

  Everything you do or say, how you dress and carry yourself, how you speak and write (even in short emails that you feel "don't matter"), and whether you are an "on-time person" or one who is always late combine to be the "brand" that is YOU.

  And it ALL matters. A lot!

  It is how your clients and customers think about you. It's how they refer to you when speaking to other people about you. It determines if they return to do business with you another time.

  Did you ever hear the story about the blind men and the elephant?

  • The first man touched the elephant's trunk and described it as a flexible, long creature.
  • The second man touched the elephant's tusk and thought it was a very hard, smooth, upward-pointed animal.
  • The third touched the elephant's hoof and thought it was a large, flat, very heavy creature with several smoothe places (the toe nails).
  • And the fourth touched the tail and thought it was a short, pliable snake-like animal with hair at the end.

  Each one "knew" the elephant for what his experience told him… and each was correct, but only PARTIALLY correct.

  The same is true for YOU…
  Read more on Salesmanship – Sell Yourself FIRST To Win New Business…

May 25, 2009

• Marketing and Selling: Do You Practice Sales PREVENTION?

  

  Sales Prevention: Do You Allow Poor Sales Techniques to "Unsell" your customer?

  Let me give you an example where the sales person UNSOLD something and then didn’t follow-up:

  A woman went to buy tires. Her husband had asked her to get 4 Michelins for the Explorer and when she went to the chain tire store, she was told that 4 tires would cost approximately $1200.

  “1200?” she exclaimed, never having bought tires for this large vehicle before. TRUCK tires, I might add.

  “Well, let me show you some different tires for $800,” the salesman said.

  “Wow, I’m still confused. That’s a lot of money.”

  “Well,” the salesman said, doing the best he knew how, “I do have some OTHER tires for $600.”

  The woman was confused, called home to her husband who just murmured, “Come home, dear.”

  Marketing Follow-Up – Did The Salesman Follow-Up?

  It’s been weeks since that day, but do you think the salesman even once called the man and woman about the tires? Read more on Marketing and Selling: Do You Practice Sales PREVENTION?…