Michael Jackson Is Still Selling; What’s Your Excuse?(5/24/2014)-Michael Jackson is still selling. Last Sunday his "hologram" appeared at the Billboard Music Awards. His image sang, danced and earned a highly charged emotional response from much of the audience. The creators of the performance gave a suggested price… Continue Reading →
Pricing: The Inner Game(8/2/2014)-Pricing has an inner game you as the salesperson are playing and frequently losing. Two sales pros, Bill Caskey and Bryan Neale, bring their sales expertise on pricing to the fore with their weekly Advanced Selling Podcast. We've seen Caskey's… Continue Reading →
Crash Course On Pricing: Creating a Successful Business(8/9/2014)-Crash Course On Pricing is the title of this post, but really it's about how to set up your business to WIN. Especially if you are a consultant. Jason Kanigan did a crash course on pricing. Not many people are… Continue Reading →
Living With Uncertainty(9/8/2015)-Living with uncertainty is a fact of entrepreneurial life. It's so emotionally brutal a fact that most people can't face it. They shy away. The job road is so much easier. It has torn apart marriages, destroyed friendships, and hurt… Continue Reading →
My Business Is Different(9/17/2017)-Behind Dan Kennedy in videos of past group training events he has posted a sign. That puts the sign at the front of the room, where everybody can see it. Black text on a bright yellow background proclaims: "But Dan...… Continue Reading →
Features and Price(6/18/2018)-Features and price have a weird sales connection: When you start talking about features, your prospect starts thinking about price. If all you talk about is features, you sound like every other seller in your marketplace. So if you want… Continue Reading →
Got Your 2020 Money Plan?(1/31/2020)-Your Money Plan is important. But if you're a small business owner, it's likely you don't have it. As the end of the year approaches, coaches start talking about planning out the next twelve months. Smart business owners take them… Continue Reading →
No Obligation To Sell(3/29/2020)-Do you have no obligation to sell...or must you try to make a sale with every prospect who comes along? This event occurred two years ago. Facebook Memories brought it back to my attention. I find it amusing. I guess… Continue Reading →
Importance of the Low Money Tolerance Limit(5/30/2020)-The low money tolerance limit is one of the two goalposts of your idea of "a lot of money". Spotting the high money tolerance limit is easy. How much is "too much"? (This is a BS story you're telling yourself,… Continue Reading →
Money Tolerance And The Games We Play(7/29/2020)-Money Tolerance is a topic I'm surprised to find I haven't written much about here, given that it is such a central concept not only to the sales training I deliver but also to life. Your life. If we look… Continue Reading →
Your Value Creates Your Business Size(8/25/2020)-Your value: where does it come from? I'm speaking entirely in a business-rational point of view here: as a human being, you have infinite value independent of anything or anyone. In the marketplace, however, you do have a quantifiable value.… Continue Reading →
You Become Your Customers [As a Salesperson](4/23/2021)-You become your customers, so beware! Most people starting a business have an "I'll take what's available" mindset. They got this from job hunting, and the problem with it is that they're choosing their opportunities from the things they can… Continue Reading →
Why You’re Afraid to Raise Prices(5/30/2021)-Afraid to raise prices? You're not alone. Especially if you are a consultant, you will encounter several symptoms indicating you should increase your rates such as: overwork and exhaustion disinterest in current projects concern that the future will simply be… Continue Reading →
Buyer and Seller Money Tolerance: What Kills Sales Before They Start(8/6/2022)-Buyer and seller Money Tolerance differences can kill the sale. This is a relatively advanced and powerful concept you're unlikely to hear about from other sales experts. Money Tolerance, as we’ve discussed before, is your personal answer to, “How much… Continue Reading →
A Word About Collecting Payment and Closing Deals(8/27/2023)-If You Aren't Collecting Payment at the Time of Order, You're More Likely to "Lose the Sale" Inside an agency owners group I saw a sales discussion in which a number of people said they had problems collecting payment and… Continue Reading →
