Eating milk and cookies while sitting on the floor is a hypnotic suggestion to regress to childhood, perhaps remembering doing this in kindergarten or some other setting. People are hardwired to listen to stories, and eating milk and cookies while sitting on the floor makes them even more receptive.
A prospect’s call is not an interruption
Administrative team members often are irritated when they receive an inquiry. They think the inquiry is an interruption to their "more important" duties. "I have to do all this filing!" "I have to read my email!"
A Key to Personal Magnetism
What kind of person are we attracted to? When you think about it, isn't it a person who greets you with a warm smile and radiates happiness?
Is your business positioned for growth?
With social media, news travels very fast. When a customer has bad experiences, the news can become viral and destroy a business.
What’s your story?
When presenting a sales proposition, instead of listing the features and benefits of what we offer, it can be most effective to simply tell our own story or the story of a customer.
Critical early steps in a sales conversation
When meeting a prospective client, patient or customer (I'll use "customer" for all three), the new salesperson or service provider is eager to lead the conversation with a "sales pitch" about the features and benefits of the product or service they represent. It's usually too early to share that information.
Why you should LOVE objections
Objections isolate the customer's areas of interest. When you look at objections that way, they become the steps to the sale.
What is this ad about?
Confused customers don't buy.
Who remembers a bar graph?
...tell a personal interest story that can be used as a metaphor for the situation that you're dealing with.
Essential Business Skills
Starting and running a business is hard work and requires certain business skills to establish the business and assure it will survive and grow.