The 6 Objections In Sales

2022-05-06T18:08:54+00:00By |

When we understand that objections come from 1 of 6 things that are missing, we are better equipped to fill the appropriate void. The trick is to read between the lines.

Selling like Herb Tarlic

2022-04-11T14:31:17+00:00By |

“We will match the price of our competitors on any similar product.” With one sentence, he converted us from relational buyers to transactional ones.

The Anatomy of an Offer

2021-09-10T17:58:34+00:00By |

Vagaries and loopholes are the enemy. Specifics and clarity are your best friends. If you’re putting a special offer out there, do the things that make offers work.

Cubicalls: Press Pause

2021-09-12T13:37:43+00:00By |

"Is this that transactional-relational thing?" “I think so. Her business should be relational." “Why?" "We’ve been taking Buffy to our groomer for 10 years. You ever bathed and brushed a Bichon? Our groomer isn’t the cheapest. But I never miss an appointment."

Your Coupons Are Lying To You

2021-09-13T16:15:08+00:00By |

4 families in 5 use coupons, but not because the coupon instigated the purchase. Rather, they use the coupon because there was a coupon to be used.

About That Price

2021-09-13T18:19:32+00:00By |

“The only thing people care about is the lowest price.” This is the rejoinder I most often hear when a business doesn’t see any value in advertising (much less marketing). This confounded me for many years until I realized advertising wasn’t the problem.

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