I went shopping for clothes today. My plan was to buy a navy blue sports coat, a couple of shirts and ties and maybe a pair of black shoes. Understand that as a sales trainer, I want people to ask me to spend my money. I’m not going to buy unless asked. Unfair you say! [...]

I guess this wasn’t so much something new; rather a reinforcement of something I’ve always known. There are two kinds of business owners in this world; those who can only sell on price and those who don’t need to. Last week, I wrote an ezine article, Marketing lesson from a visit to the butcher. If [...]

I’ve discovered that there are two fatal marketing mistakes made by business owners. They are… Lack of focus Lack of implementation There’s certainly no shortage of ideas and information – the world is full of it – but what are you doing with it all? Let’s do a quick reality check here and now: How [...]

Yet more telemarketing stupidity… As a regular reader, you’re guaranteed to hear from me when I encounter a less than satisfactory sales experience. This one happened yesterday and again, a telesales person. Before I recount this tale, let me set the scene for you. I have a home office; we have phone lines for the [...]

I’ve seen lots of blame recently. You know what I mean, when someone points the finger and says “It’s your fault…” The sad thing about this world we live in is that sometimes things don’t go the way we want. Things can be unpredictable. A winning sports team loses a match they were supposed to [...]