Helping small business owners develop extraordinary businesses that really work for their customers, their employees, themselves and their families

Selling with milk and cookies

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.

Read More

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.

Read More

Free Email Updates
Get the latest content first.
We respect your privacy.
Helping small business owners develop extraordinary businesses that really work for their customers, their employees, themselves and their families