Free Newsletter
Three steps to a terrific tagline
Great taglines act as the cornerstone of the brand and become the overarching theme for the brand’s mission. The tagline is the “Big Idea” in action and differentiates a brand from the masses. A strong tagline captures the attention of an audience and gets them talking. Exceptional taglines cause...
Selling with emotional intelligence
You must understand what you are feeling and why you are feeling it and realize how your emotions affect you and the people around you. This minimizes miscommunication and misunderstanding. The bonus: increased connection, deeper trust and improved relationships.
The sin of sales assumption
Does this happen to your salespeople? Prospect says, “This looks really good. I can’t imagine why we would not do business. There’s an excellent chance we will do business together.” The salesperson assumes, “Closed deal!” Prospect says, “I never expected your price to be so high!.” The salesperson assumes, “I’ll have to discount my price […]
Promoting a company award
Awards. Winning them can be expensive, labor intensive, and sometimes an exercise in extreme perseverance accompanied by reams and reams of supporting documentation. But if you survive the process of submitting an award application, what should you do if you actually win?
Best of CoBiz: Healing your business pain
Believe it or not, pain can actually be a good thing and can be used to your benefit. Pain, if acknowledged, can propel you to take action. Pain can be a great mentor and motivator for you. It can be a wonderful wake-up call. It can be the driving force that propels you to have a desire to stop...
Best of CoBiz: Shotgun or rifle approach to sales?
It took me three months to close my first sale. I was working for the third-ranked Top 40 station in the market, KS-104, home of the Cash Cow. (Yes, I have just bravely dated myself.) This presented a unique set of challenges, namely, how to differentiate yourself when playing the same forty songs over and […]
Best of CoBiz: The seven-second sales test
I try not to make snap judgments. But I do. And apparently, so do a lot of other people. Researchers from NYU discovered that we make 11 major decisions about a person in the first seven seconds. Is this person trustworthy? Are they likable? Confident? Someone worth getting to know better? Given that, are you passing […]
No follow up? No sale!
Smart, serious salespeople and business owners write things down, they have a daily to-do system, they return calls, they keep their promises and they do what they say they will do. They honor their words and back them up with actions. If they declare they will call or follow up, they do it becaus...
Less is more
Great media relations experts have to be on message and direct and to the point. This can often be the biggest challenge when pitching reporters. The key is to draft the story in a short message, whether you’re pitching through the phone, by email or on social media networks. Getting a journalist’s attention has become […]
A quick trick for talking money
Most salespeople I know have self-limiting beliefs around having discussions about money, a condition I call “money head trash”. When salespeople have money head trash, it indicates several possible underlying factors: They are uncomfortable talking about money; they are unable to uncover an actual budget; or they have an unreasonably low concept of how much […]
Four tips to maximize the customer experience
Customers buy your products and services — they bring you cash. Customers spread the word about you to others. Happy customers spread good words. Unhappy customers spread bad words. The conclusion: smart businesses keep their customers happy. Here's how.
Who’s your ideal sales prospect?
One of the common problems for sales organizations is not really knowing what their ideal client looks like. As a result, they have their salespeople calling on too many “suspects” versus quality, qualified prospects. Too many sales organizations unknowingly are telling their salespeople in so many words, “If it’s got a pulse and fogs a […]
