COUCH THERAPY: IS YOUR BUSINESS MODEL DEPRESSED?

Depression hurts. We all see the commercials that we are bombarded with during the news. You are depressed. You have high blood pressure and your cholesterol is through the roof. Hell, you might even be depressed because you have high blood pressure and that is leading to ED and then you are just depressed again. [...]

THE VALUE OF A PROMISE

EXCERPTED FROM: PERSPECTIVES ON INCREASING SALES
Is the promise of future work enough to make up for lower prices at the outset of the relationship?
Each and every step you take to engage your prospect should be with an eye toward developing a relationship in the future, and not just in the moment. All too often, however, [...]

IS IT OKAY TO STRETCH THE TRUTH?

EXCERPTED FROM: PERSPECTIVES ON INCREASING SALES
There’s a major difference between stretching the truth and outright lying—and anyone who tells you that salespeople can be successful without stretching the truth a bit is, well, outright lying. And anyone who outright lies to sell anything—even the idea that salespeople never need to stretch the truth—will inevitably get [...]

HOT DOG ECONOMICS

I could smell the aroma from the refreshment stand long before I three-putted the ninth hole.  But the enjoyment of a good hot dog would have to be left strictly to my sense of smell – like the dozen or so people on line ahead of me, I left the window of the refreshment stand [...]

PRICE, BRAND, QUALITY OR SALESPERSON: WHAT MATTERS MOST?

Buyers consider many factors when evaluating proposals, and salespeople must identify those factors that are most important to each request if they want to land an order. Each of these factors – price, brand, quality, and salesperson – can play a pivotal role in a buyer’s decision-making evaluation of vendor proposals, but in different ways:

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