GlobalBX Entrepreneur Business Articles - October 2009Selling Starts With An Assertion That Attracts, Distracts … Or Attacks!In a court of law the prosecution and defence teams begin with an ‘assertion’ of innocence or guilt…and then they each have to provide evidence to prove and win their case. The same process is supposed to happen in all forms of selling, whether you are aiming to further develop business with a customer or […] On Second Thoughts, This Is How To Achieve Sustained Sales Success …In recent times I have been using a number of good business ideas that involve the term ‘second’, based on having second thoughts about key issues. For example, the phrase ‘features and benefits’ means nothing to the market, because customers are only interested in what we get done, not what we do…and so on second […] A Recession: Is It Coming, Here Now … Or Mostly In Our Minds?There is no question that the business community, just about everywhere, is heading towards tough times in the short to medium term…due in part to credit card debt, a fall in employment figures, a reduction in disposable incomes and therefore a drop in consumer confidence and spending, etc. However, the greatest problem facing businesses and […] Probe 6: A Key Device To Improve Your Sales Efforts And Results In 2009As you would know, before pilots guide the planes they operate on to the runway and into the sky, they are compelled to always go through a checklist of critical items…to ensure success and safety for the journey ahead. What you may not know is that the majority of companies and sales people do not […] The “Pay To Play” Factor Is Still Ignored By Most Business PeopleIf you were in the market for a music CD you really like and want, which is the most important element you will look forward to: paying for the CD or playing the CD? It’s a simple question and the answer of course is even easier: playing and enjoying the CD is what matters most. […] A Key Attribute Of High-Achievers Is That They Have No Choice But To Win!It is my sincere belief that the best decision you can make about doing very well in business…is to have no choice but to succeed. A business associate of mine said to me last week ‘How do you manage to write an article every single week?’ The answer could be divided into several parts; for […] High-Achievers In Selling Make More Mistakes Than Average Performers … But They Do So Before They Go To Market!Here is an old saying worth knowing: “There is a profound difference between failing, and being a failure.” This is why the best sales people make the most mistakes – they are constantly creating new ways of communicating with the market, which inevitably means that they always get things wrong…on the way to getting them […] Most Sales People Try To Sell A Drawn Out Recipe … Instead Of A Succinct Menu!In very simple terms, a menu is a promise and a recipe is a process, and although both items have to be sold…the promise must always precede the process. Take a book for example; if the potential customer is not attracted by the ‘title’, then he will not bother to examine the back page ‘details’ […] Memo To Managers: You Can Have Your Backside In The Office Now And Then, But Your Mind And Heart Must Always Be In The Market!In 1975, the city of New York was on the verge of bankruptcy, and due to this precarious position the main bank partner was in danger of going under too. In an effort to correct the situation, the president of the bank left the bank to join a group of financial experts, whose joint task […] The Market Sees Sales People As Lurking Wilfully, Or Working WorthilyImagine that the products you have to offer, along with information on your company, are contained and displayed in a form of smart trolley. You now have two choices about how you approach the market: you can either push the trolley in front of you, or pull it behind you. If you choose the pushing […] To Lift Your Sales To New Heights, You Must Learn To Look Down On CustomersI am not advocating the Basil Fawlty approach to business by suggesting that you should look down your nose at customers, so as to get up their noses. Instead, I am recommending the use of a military strategy, which involves seeing a battle zone from an elevated viewpoint, so as to be in a better […] Hypothetically, If You Wrote To The Market About Your Service Promise … Which Of These Two Letters Would Represent The Truth?There are two points we wish to cover in this communication. The first is that if you go to our company’s website we can almost guarantee that you will be impressed with our corporate messages concerning our products, our service…and of course our undying purpose to work with you as partners in producing mutually satisfying […] If Your Attitude And Results Are Falling Behind, Learn To Lead With Your Mouth!The following idea can significantly help individuals in business, at every level, and it can also provide a valuable and unique leadership tool for managers. You may have noticed that people use one of three languages when talking to colleagues and customers: positive, negative and indifferent. Examples of the three ways of talking are as […] Key “Starting Points” In Business That Create Sad Or Happy “Endings”Without realising it, everyone in business, at every level, operates with a range of ‘starting points’…concerning how they think and feel about key issues, such as building relationships and creating sales success. Here is a range of starting points for you to test yourself on… 1. All of your competitors are highly intelligent and hard […] To Succeed In Sales, This Is The Challenge: Design Your Job Well, Learn Your Job Well, Sell Your Job Well … And Do Your Job Well!I can’t imagine that you have ever had a doctor say to you ‘would you like me to check your blood pressure?’…and of course the reason for this is that the doctor knows what his job is and he gets on with it. If you have a job to do and that job is designed […] The Crucial Sales Choice Between “I’m Ready When You Are” … and “I’m Ready! Are You?”The tentative, reactive business attitude of ‘I’m ready when you are’ is one that everyone suffers from, either now and then or virtually all of the time. This weak stance is alive and well in many private accounting practices, where the onus is almost always on clients to ask for ideas and help, and it […] In Hard Times, Cutting Back On Costs Does Not Take Talent … But Moving Forward In Sales Does Involve a Special Gift!As all businesses prepare for a downturn in demand, the corresponding upturn needed in activity and proactive sales action are often difficult to create. Managers and staff are of course capable of lifting their efforts, but people find it difficult to do more work if they are less than confident at ‘creating demand’. A clue […] If You Have Happy Customers … You Could Be Heading For TroubleThe concept of a happy customer seems both virtuous and victorious; after all, this is surely the ultimate service goal of most organizations…and also the best way to stave off attacks from competitors. Not everything is what it seems though, especially when you define what is meant by a happy customer… “A customer that is […] To Improve Sales We Must Stop Up-Selling & Start Down-SellingThe first time I heard the phrase ‘up-selling’ I was repulsed to say the least. Imagine if doctors ‘tried’ to solve our problems by working upwards from one suggestion to the next, ‘hoping’ that we would end up with the right path to health. And yet this is precisely how hordes of businesses have treated […] 6 Steps To A Profitable Marketing PlanNew ideas are almost a dime a dozen. There’s an innovation on almost every street corner. What makes a new idea successful is a well thought out, well developed marketing plan that everyone in the organization can understand, believe in and follow. Without a solid marketing plan it is too easy for an organization to […] |
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