Why Urgent Issues On Your Security Assessment Report Don’t Sell The Next Step Have you ever wondered why the client doesn’t jump on the chance to implement your recommendations when you complete an assessment? One of the most frustrating things in the security business happens when you complete an assessment. It seems like at least […]
One of my first experiences with selling cars came early in my marriage when we decided to sell our Dodge van. The vehicle was in great shape, no major problems, and well taken care of. I listed it in the newspaper, and a few days later received a call from a potential buyer. He was […]
More decisions are going to purchasing, even when budget seems to be approved! This means more negotiating… (Note: Here’s a mushroom picture from our Labor Day picnic in the mountains – forecast; 10 inches of rain. Lucky for us we had a picnic shelter) Strategy Don’t be fooled into thinking you are just there to […]
How do you win – you need a strategy. Yesterday I called customer service to have two warm-steam vaporizers replaced. This is the 3rd or 4th time these units have had to be replaced over the past seven years – but they are lifetime warranty. The problem is, they require a $25 dollar fee (each) […]
Selling installation services along with your product is not consultative. Neither is training, RFP responses, fulfilling orders, or selling to those who already know what they need. Most of these things are sold on price alone. There may be a hint of existing customer loyalty, but in today’s economy, don’t expect that to last. If […]
Growing up, on New Years Day, my father would always say, we’re starting at zero today. In other words, last year’s revenue doesn’t matter, what matters is, how will our business do in 2010. It’s often said, dwelling on past success sometimes leads to future failure. However, if you’ve taken some of the advice I’ve […]
Welcome to the Morning Wake Up Call…What’s your plan for 2010?