You know, questions are seen by many as the only tools used by salesmen. We ask questions: to establish need; to gauge readiness and willingness to buy; to establish the clients understanding of our proposal, and ultimately; we ask for their purchase instruction. If we’ve done it right – more right than the competition – […]
The 1st quarter is over – how are you travelling? Read More »
In this time of surging social networking, our (thankfully) e-equipped world easily, and all too readily, inundates everyone with a relentless torrent of marketing communications. On top of which businesses are constantly exhorted to ‘do more’ with targeted on-line advertising, Tweets, Facebook and the like. A kind of ‘get digital or get wiped-out’ notion is
Differentiate – In person Read More »
Leveraging the power of reframing, it is possible to turn a negative into a positive. By reframing into an appropriate context, even the most apparently limiting of traits may be seen as ultimately beneficial. It is particularly sweet when you ‘steal’ and re-purpose a term or notion that your competitor uses as a weapon to