In Some Sales Situations, the Prospect May Ask to Conduct a Pilot Project Before They Agree to Buy. Most Of the Time, the Request Is Related to Some Kind of External or Internal Trust Issue. You Must Understand Their Reasons Before Agreeing.
Why Prospects Ask for a Pilot Project and How to Respond Read More »
A person’s age and life-stage can help predict their purchasing decisions. There are a few more specific generational dynamics that can provide a clearer picture of their economic drivers
You Need To Know The Attitudes And Behaviors Of Your Target Demographic Read More »
Most Initial Sales Meetings Create High Expectations but Stall When the Prospect Begins to Feel That the Devil They Know Is Better Than the Devil They Don’t. Creating A Documented New Client Onboarding Process Can Alleviate Many of The Prospect’s Fears Related to Risk, Time, And Pain That Are Often Deal Killers.
How to Avoid Deal Killers with a Documented 13-Step Onboarding Process Read More »
First Impressions Are the Lasting Ones. While Society Says We Should Keep an Open Mind, First Impressions Are Usually Spot On. Therefore, All Businesses Need to Ensure That All Customer-Facing Employees Know How to Make a Great First Impression on Customers
The Value of a Good First Impression Read More »
Before Investing Time and Energy in Engineering a Final Product, Founders Need to Begin by Developing a Minimum Viable Product (MVP) to Validate Their Overall Idea and Concept, Progress to a Minimum Marketable Product to See If Others Will Exchange Money for It and Get Genuine User Feedback, and Finally Scale the Solution to Create a Minimum Lovable Product That Appeals to The Mainstream Users.
Small Businesses Looking to Capture a Market Need to Build Meaningful Customer Relationships Because Customers Rely on Relationships to Make Buying Decisions
Why It’s So Important for Small Businesses to Cultivate Customer Relationships Read More »
Small Businesses Need an Active Referral Program by Earning the Right to Solicit Referrals Several Times Per Year Using Open-Ended Questions. Active Referrals Involve Client Facilitated Introductions and Incorporate an Incentive Program to Get Clients to Actively Share Referrals.
How to Create an Active Referral Program Read More »
Many People Believe That Profit Is The Only Thing That Matters, And Those Business Owners Are Driven By Greed. Not True. Profit Is A Critical Ingredient For An Organization To Stay In Business. Profit Is An Indicator Of How Well The Company Is Performing, A Feedback Mechanism To Correct And Improve Performance, Insurance To Ensure Survival In An Uncertain Future, And The Investment Capital For Future Expansion Of Jobs Or New Machinery.
The Truth About Business Greed And Profits Read More »
Many businesses sell undifferentiated products and services and need to focus on the buying experience and look for ways to sell differently than the competition.
How To Improve the Buying Experience to Generate More Sales Read More »
Statistically, Mental Health Issues Among Entrepreneurs Are on The Rise Yet People Don’t Talk About Them Enough.
7 Ways to Deal with Mental Health Issues Among Entrepreneurs Read More »
