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Pricing integrity is essential.  This week, we saw a classic example of a signficant mistake by a company that, until now, had built up a huge group of core / passionate customers.  Apple and Steve Jobs have always been arrogant.  It’s in their DNA and it’s what has helped them create the following they have in [...]

I’m always amazed at how people want to complicate the sales process. This past week I was asked by a new sales person what it takes and I replied: 1. Uncover pain 2. Evoke confidence 3. Close the sale It’s that simple. Ask questions that get the customer to reveal their pain. At the same [...]

You may not follow Major League Baseball, but many of your customers and prospects do. At this time of year, make sure to stay up on who’s in the playoff hunt. You don’t want to get cut short by not knowing that your customer’s favorite team is close to winning their division.

“How can I create a sense of urgency and need for my product?” Your best way to create a sense of need is by tying the element of time to it. You can do this in a couple of ways. First, offer an incentive to buy now. Don’t lower your price, but offer an additional [...]