Tired of Your Business?

Past Articles
Monday
Jan092006

"Our selling approach creates a deep emotional bond with our customers.": True or False (for your business)?

We have been taught a very bad habit in the selling profession. We have been trained to see the prospect as an unemotional, unintelligent automaton.

Because of this the whole sales training industry has invented “sales moves” that make the sales person look sleazy and slick. And while we make these moves, we hope that the prospect will never see them coming and will easily part with their money.

The truth is that the prospects have caught up with all the moves taught in the sales training seminars. Often they can make those moves much better than the salesperson!

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Tuesday
Jan032006

Are You (Your Business) Sales Sufficient?

I have been often asked by business owners and presidents how to create a great business with happy employees, satisfied customers and an admiring community.

A very noble thought. Yet, my first question to them often is “Are You Sales Sufficient?” Because until a business achieves a level of sales sufficiency “all the other stuff” does not matter.

It’s like someone who has not secured stable means to feed, clothe and shelter himself yet wants to improve “the quality of his life.”

In his ground-breaking work, Abraham Maslow proposed that a human being has three or four levels of needs. Physical (food, clothing and shelter), Emotional (esteem, affiliation etc.) and spiritual (he called it self-actualization).

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