Being a business owner requires that you communicate with customers on a regular basis. However, there are five deadly sins of speaking that will cause your customer to stop listening to you.
There are a number of common mistakes many founders make that can destroy everything they worked so hard to achieve. Most occur when there is some business success. Some mistakes are made out of ignorance during the initial filing process with the Secretary of State and others are the result of failing to finish the process.
When it comes to marketing and sales, the internet changed everything. The changes caused by the internet, and its offspring social media, have not caused an evolutionary step in the way businesses go about marketing and sales but caused a revolutionary step. The internet and social media have caused businesses to re-think their old marketing and sales models and adopt an [...]
Natural law is a philosophy that states that people are motivated in their actions by human nature. It refers to the use of reasoning to analyze human nature and to deduce the rules that govern a person’s actions and behavior. We have all seen the image of a stick and sting that suspends a carrot just out of reach of the [...]
When it comes to marketing, small businesses should understand that psychology and sales are two parts of the same coin. From the world of psychology, one cognitive bias that a small business owner should embrace when it comes to marketing is known as “the halo effect.” Technically speaking, the halo effect is a cognitive bias in which [...]
When it comes to selling your product or service, it is always a good idea to keep in mind what is most important to the other party. This is especially true when you are dealing with a large company. For example, most employees high up in the food chain of a large company make pretty [...]
Every business makes investments to create revenue for itself. All too often business owners consider cash as its only source of revenue worthy of investments. However, revenue actually comes in three flavors:
1. Cash 2. Attention and trust 3. ReferralsEveryone can easily recognize cash as a source of revenue in a sales transaction; a business [...]
In a previous post, we explored the five salesperson archetypes and learned that the "challenger" archetype out-performs the other four by a wide margin. The data from Matthew Dixon and Brent Adamson's study, which resulted in their book titled “The Challenger Sale,” suggests that the challenger archetype salesperson is defined by three unique capabilities. They called them [...]
When it comes to business advice to improve sales, most authors and advisers say that it is about the relationship that the salesperson has with the customer that makes the sale. While this is more true in transactional sales such as in a retail business, it is hardly the whole story. In fact, when it comes to more complex sales, [...]