What’s The Problem?
Before closing a sale, do you feel resistance from your customers? If you do, treat the resistance for what it is-a problem waiting to be solved. Before becoming a salesperson, I was a schoolteacher....
View ArticleHappy Returns
Well, I’ll never do business with them again!” How many of us have uttered those words? At one time or another, we’ve probably all felt that way about someone or some company. Truth is, many businesses...
View ArticleCovering The Bases
Ron Shapiro is a legendary negotiator, but his style can be surprising. That’s because the Baltimore attorney holds to a guiding philosophy that makes him very different from most negotiators: “Never...
View ArticleSecond Time Around
To the ordinary entrepreneur or salesperson, closing and finalizing the sale is the completion of servicing the customer’s needs. But for the pro, this is only the beginning. Ted Levitt, former editor...
View ArticleNiche Hunt
Never rely on one single niche (or market segment) to make your business prosper. The secret is to tap several niches and know that some pay off sooner than others. If your business is in a slump,...
View ArticleBasic Instincts
Why do your customers buy? The answer is simple: Because they have at least one motive, and you appealed to it. A motive is an aroused need, drive or desire. Psychologist Abraham Maslow’s hierarchy of...
View ArticleGood Will
When you think of marketing, you probably think of ads, brochures, newsletters and other tangible means of getting your message out. But there’s another important way of spreading your marketing...
View ArticleLets Make A Deal
How we negotiate reflects our respect for the customer and how deeply we care about the life of that relationship. Too often salespeople and entrepreneurs listen to bad advice about hard-core...
View ArticlePerfect Pitch
A few years ago, an editor at a large publishing house told me a story about some of her bestselling authors. She claims fans will say just about anything to get their hands on these celebrity writers’...
View ArticleNeedful Things
Because I’m an occasional rock ‘n’ roll lawyer, aspiring pop idols sometimes seek me out. Usually the deals they’re offered are awful. Yet one desperate singer showed me a contract that promised to put...
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