Monthly Archives: December 2007

Top Of Mind Awareness is NOT Enough

          I hate to burst your bubble, but your clients and prospects do not want top of mind awareness, they do not want a better image, they do not want more traffic….and here’s what might be a real shocker, they do not even want more sales……..           Your clients know they cannot send their kids… [Read More]

The Story of Civilization

           Mel Gibson’s new movie, Apocalypto, begins with a quote from Will Durant, the American philosopher and historian who wrote, “A great civilization is not conquered from without until it has destroyed itself from within.”           Think of all the civilizations from the Roman Empire to Hitler’s Germany, and you’ll understand what he meant.          … [Read More]

What a Way to Make a Living!

         Have you ever noticed how negatives seem to jump right out at you and smack you in the forehead, while positives can go unnoticed or be taken for granted?           Your sales team hears the negatives everyday. “No one listens to your station”, “Your prices are too high”,  “I don’t like your creative”,  “My… [Read More]

Alternate Choice Closes

  “To close the tough sale today you must establish yourself, not the buyer, as the expert”  -James Schlinkert, CEO Olivetti Corporation- Old school training courses often extolled the virtues of various closes, and suggested the A.B.C’s of closing were ‘Always Be Closing.’ Today’s intelligent buyer does not want to be sold or closed, they… [Read More]

Needs Vs Wants

           My wife, Angela, taught me one of the most valuable sales lessons I’ve ever learned, that being the difference between selling to a need, versus selling to a want.             When she sold Fords and GM’s, she sold to a need. Families needed a van to take the kids to school or a car to… [Read More]