Profound Value
People have changed during the past six months and your value proposition will need to change with it … The tensions of recent times have caused people to look deeper and seek greater truth. Superficial just doesn’t cut…
Conversion Triangle
Everyone understands the importance of conversion rate in selling – knowing how many sales you make for every ten prospects you talk to … When you know your conversion rate you can make decisions about how to improve it….
Leadership Measure
There’s a simple measure for leadership that is too often ignored or even overlooked entirely … A leader only exists if there are followers. Followers are there to be taken to a higher level of understanding of an issue,…
People Quite Like Boxes
People quite like boxes! Boxes give them boundaries and make them feel safe! As much as we might want to be uninhibited, adventurous, carefree, creative and innovative … when it comes to buying, people quite like boxes. What…
Comfort Zone
When we sell, we’re building a bridge for the prospect to walk over. How solid is the bridge you build for your prospects? Every sale is a process of asking your prospect to step outside their comfort zone. By…
Simplicity Outsells Complexity EVERY Time
Simplicity outsells complexity EVERY time … Yet there’s a tendency to load the sales story with jargon and complex language that does nothing to enhance the sale. If you sell a complex product or service, you cannot overlay…
Remove Friction In The Sale
There’s a really simple, but often overlooked mismatch that can exist in the sales exchange that will get in the way of seamless conversion. That mismatch is sometimes disguised with the throwaway statement “they’re not my client …” …