Relationship selling is a myth

Relationship selling is a myth

The second you quit being the “best deal” for your customer, he’ll drop you like a hot potato. Regardless of how many lunches you’ve bought him or birthdays you’ve remembered. Every business we’ve ever consulted tells us the same...
Why Prospects Don’t Buy

Why Prospects Don’t Buy

Understand “The Educational Spectrum” and You’ll Increase Your Sales Do you ever notice that when you’re in the market to buy a car, you notice almost every advertisement for cars on TV, radio, and in the paper? You even notice all those cars...
The Three Purposes of Marketing

The Three Purposes of Marketing

What is the purpose of marketing?   Very few people can answer this question, let alone, tell you how to achieve those primary purposes.   If you were to ask this question to 100 different business people, you would get a myriad of different answers. Some...