Numbers don’t lie. Unfortunately, they don’t always tell the whole story. New market research on the printing industry reveals why your sales strategy should be focused on the “Big Fish,” but that’s only the starting point. The next step you take is just as important as the data itself. We are big fans of market
The Three Words a Hygienist Should NEVER Say! (And EARN MORE Respect along the Way)
As a patient and consumer of dental services I have come to a conclusion about my experience at my dentists practice. That epiphany, if you will is bit of a love letter to my hygienist and it’s a simple message with some complexity behind it. YOU are the heart and soul of the dental practice
Vulnerability is Money in the Bank!
Many factors can impact one’s feeling of comfort and security for their jobs and livelihoods. A shifting and unsteady economy. Tumultuous global events. The unforeseen and unpredictable can shake one’s confidence to the core. You see the same phenomena with anyone who has something to sell—which is all of us. Regardless of what you are
Are You Easy?
Are you easy? Are you easy to do business with? I don’t mean your company. I mean you. Individually and alone. Are you someone that people find it easy to get something done and feel good about the business arrangement? It’s very easy and too convenient in todays over connected and hyper world we live
Everyone’s in Sales – Building a Sales Culture
If you’re reading this, then you are in sales. Everyone is part of a sales culture, whether you are in the “C” suite, or a member of the legal or administrative department; whether you own your business or are the receptionist in a Fortune 500 company. A sales culture means that everyone’s in sales. Does
When Spoken, They Can Spell Career Disaster.
The English language has an unending supply of words and phrases that are built to create conversations that convey meaning and leave impressions. How you use and deliver these words makes a huge impression on people and leaves them thinking and feeling a certain way about you. Every conversation is a selling moment that constructs
The Silent Selling Tool We All Have.
Selling is something we all do and it’s present in every conversation we have. Every conversation is a selling moment and I’ve been speaking about this for years. There is another selling tool that every one of uses every day. We use it every day more than conversation and for the most part I don’t think that
Sales Culture and Customer Service: Perfect Together!
Building a sales culture and creating a culture of exceptional customer service are closely linked but they are not the same. In fact, great customer service is a vital subset of a great sales culture—two processes that fuel one another. You cannot truly have one without the other. A sales culture means that everyone’s in
The “Crazy Luck” Some People Have Isn’t Crazy Luck at All
We’ve all heard these “crazy luck” stories about someone who found their next deal, or their next job, or their realtor, or their dependable plumber – anything – because they struck up a conversation with the person next to them on a plane, at a game, at a bar, at a party. These stories aren’t
How Do We Sell All The Time? By Not Always Making “Yes” Our Goal!
There are many conversations in which it is not the right time to ask for something we want. There are many conversations in which it is not even clear that there is something for which we can ask. There is no sale for us in the conversation. We can still sell in it, however. I
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