One of my absolute favorite sales closes is the how much too much close. It’s a recession. Times are tough, budgets are tight, resources are constrained. We get that. I’m sure you get that many, many times a day from everyone you talk to who’s a potential customer. The trick with objections over price is…
Take a look at the Zapthrottle Mote Extractor! It’s amazing – it’s got the ability to transform any free state element into crystallized elements! Cloud of fog? No problem – the Zapthrottle Mote Extractor will convert it into incredibly handy Crystallized Air. Steam cloud? Crystallized Water and Crystallized Fire are just a button’s press away!…
A few quick takeaways from the WWDC keynote address, in which Steve Jobs asks you to spend more of your money on Apple products. Image courtesy of Engadget FaceTime video calls: very slick. The stealth winner in this is if you and your customer both have iPhone 4 units. Very few people are capable of…
How you sold me at triple price I’ve been in the market for an arborist – a tree professional that can take care of some dead wood and pruning in my yard on some very old trees. I’m far more capable when it comes to pruning databases than I am dogwoods, so I solicited bids…
Ever heard someone say that? How did I ever live without this? How did I ever do business without this? How did I ever make money without this? I’ve heard parents say that they never planned to have children, but now they couldn’t imagine their lives without them. I’ve heard people speak of products, of…
It’s Friday. Let’s have a little bit of fun. One of the things that makes me productive during the workday? The right audio. Sometimes the audio is training, most of the time it’s good tunes. Here’s some of what’s on my iPod while the day is flying by. You’ll notice that for the most part,…
Tony Corinda, the famous magician and mentalist, wrote in his classic textbook 13 Steps to Mentalism that there are three general topics which nearly everyone wants psychic predictions on. Knowing these makes the job of a mentalist on stage incredibly easy, as just providing the hook into any of the topics gets people talking about…
We talked last time about what marketing, sales, and product & service groups are supposed to manufacture. Let’s talk about the verbs that go with them, so that you have an idea if what you’re doing is in alignment with those verbs, and one verb in particular. Quick review: Marketing takes audience and makes qualified…
I’ve said in the past that marketing is the art of creating demand for your ideas, but in terms of something measurable and impactful, what does this mean? What does marketing make? Yes, it creates things like ads, Twitter accounts, email, etc. – but those are the tools to execute the mission of marketing. What…
