Archive for the ‘articles’ Category

There have been so many changes in the marketplace these days that require all business owners to rethink the strategies they have been using in days gone past.  With new technologies, new focuses, new marketing and busy lives…. How we communicate and what we communicate becomes increasingly more important this coming year. Read the rest of this entry »

The quest to align sales and marketing strategies has been around in business history since the beginning of time.  Many companies worldwide strive to create an understanding between the two functions and make a gallant effort to align these two very powerful business initiatives to achieve the Holy Grail:  Increased revenue, but often Read the rest of this entry »

When many of us hear the word sales, we often cringe at the thought of an aggressive sales person hovering over us to make a purchase on an item that we aren’t convinced brings tremendous value.  No wonder as business owners, many of us are fearful of the sales process.

Here are 7 tips to help you master the sales process.

1)    Sell by being authentic and real, not because you want to make a buck.

People buy from those they trust and if you are offering true value that will help a customer solve a problem or find a solution and you are yourself, you will be able to develop a relationship with that customer.  Find your natural voice and Read the rest of this entry »

Customers only buy when they perceive the value of what they are buying is worth more than the price they are being asked to pay.  Rather than use broad and ambiguous terms, give your customers real numbers by dollarizing the benefits they will receive.  Make it easy for your customer to do business with you.  Follow these steps: Read the rest of this entry »

In the constant battle for customers coupled with a bad economy, is it any wonder that some of your competition is engaging in a price war? After all of your hard work, experience and service you offer, you are now forced to reduce your prices simply because your competition is offering rock bottom pricing? Hogwash! Read the rest of this entry »