Losses and …Replacing them It seems like it takes forever to add that new account. But somehow if we lose a one, we tend replace it with a new one a lot quicker that if that loss hadn’t occurred. The reason isn’t particularly unforeseen or all that mysterious. If that loss represents a sizeable chunk […]
Spring plans…And hand pains Here’s your annual Spring dermatitis alert. You know the drill … you school accounts (especially) complain that your hand dishwashing detergent is causing skin irritation and dermatitis. And of course they say that the Dawn they use at home doesn’t cause it. And they’d be right – at least partially. That’s […]
Avoid being…a sales star? Despite the obvious desire to be outstanding in sales, what we don’t want is to be “that” star soaper. You know, the one whose idea of territory coverage is to dash from an emergency on north side of his territory, to a scheduled stop on the most southern edge, then make […]
A word for…that do-list Between family, business and everything else in between going on in our daily lives it’s no wonder that we regularly (like daily) realize that something we’d intended to do has gone undone. Worse of all that realization often comes only because the person – or customer who’d made the request asks […]
It’s time for…Catching up It’s that time of the year. Daylight savings time has begun, the grass is showing a bit of green, and Uncle Sam is looking for some of yours come April 15. And that means it’s time to round up those missing receipts for all those tax-deductible items like the repairs on […]
That favorite way…or one that works? The animal rights group PITA probably doesn’t think much of the phrase about there being more than one way to skin a cat. But for the rest of us it’s not only okay, but it also makes perfect everyday sense. The problem is that being creatures of habit we […]
An old saying…with a new take That old saying about selling iceboxes to Eskimos might be considered outdated as well as culturally insensitive, but it’s still relevant. Of course, at its heart is the notion that the last thing you need if you live in an igloo, is a refrigerator. But it’s not unlike what we […]
Tough buyers…Easy solutions? The second cousin to buyers’ objecting might well be those difficult personalities we occasionally need to engage. Those can vary from the aggressive type who tries to steamroll you, to the super timid buyer on the other end of the spectrum who’s afraid to make decisions. It can also include that particularly […]
Price and…Selling it Price is a funny and often underrated benefit. That’s right, a benefit. The fact is we all associate price with quality. If something’s too cheap, we’re inclined to think it’s also of poor quality. Inversely most buyers see high price as an indicator of quality. Of course that doesn’t mean they’ll buy […]
Good idea…Now sell it! We always try to offer a really strong favorable attention getting idea to open that sales call. Oddly however, we’ll sometimes struggle to follow on with a sales presentation that builds on and develops that idea. It was clearly interesting enough to let us move to that next level, so it […]