Competing Against Big Box Retailers: Reponses
In my entry, Competing Against Big Box Retailers,I told the story of how Omega Sports, a local sporting goods chain, was able, through shrewd merchandising and great service, to win me over from the...
View ArticleWhy Customers Buy: It’s In the Details
In 1955 when Disneyland opened, the Disney people conducted exit surveys of the many customers asking them what they felt was the most memorable thing about the new park. With all the fun things to do...
View ArticleCompeting with Wal-Mart
Why are so many people afraid of competition? Business owners and executives live in fear of competition coming into their market. Government workers panic when they hear the word “privatization.”...
View ArticlePrice Versus Value: You Get What You Pay For
Those of you who have seen me speak, and have read my newsletters and blog, know my opinion on selling price. I don’t believe in it. It’s not the smartest thing you can do. Well, the same goes for...
View ArticleDumping Information on Prospects is Easy!
This week I’ll be in Daytona Beach, Florida delivering a keynote speech at a regional sales meeting for Brighthouse Networks, a cable TV and information company, which serves over 2.2 million...
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Response from a Salesperson
Back in January, I posted a blog entry titled "Prospecting is not Prejudging." In it I told a story about my son Michael and his experience of delivering pizzas to a local BMW dealer, where he was...
View ArticleResponse from a Salesperson: Great Comments!
Last week I posted a blog entry, Response From a Salesperson. It contained an email that was sent to me by a particularly disgruntled, and obviously unsuccessful salesman who sells power sports...
View ArticleTGIM: Thank God It’s Monday!
My friend, Hasse Olsson, a very successful sales trainer and owner of The Revenue Factory in Sweden has a great saying: “Thank God it’s Monday.” Hasse hates it when he hears people say, “Thank God it’s...
View ArticleResponse to The Simplest Way to Save Money
Back in January, I posted an entry, The Simplest Way to Save Money: Ask. In it, I told the story of how my wife and I saved $350 on a new water heater we had installed simply by questioning the quoted...
View ArticleSelling to Women
Yesterday I received a courtesy visit from my local business banker. He also brought a representative from the consumer banking side. As smart salespeople their goal was to meet with me (they were new...
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