Tag Archives: management consultants

Sell Successfully By Talking 20% and Listening 80% Of The Time

Have you ever attempted to sell to a prospective customer and felt the frustration of an unsuccessful outcome?  Have you looked back on a unsuccessful sales interaction and realized that you had no idea what the customer wanted or needed?  Both outcomes could be the result of the same behaviors.  They could be the result

Look Adjacently for Innovative Solutions

Are you looking for innovative solutions for your business?  Are you convinced that every good idea has already been tried?  The answer is to look adjacently.  That is, look outside of your immediate category to identify successful ideas and adapt them to fit your business. The four friends at ForFriends Inn, a Santa Barbara wine

Always Ask for the Sale

Attention sales reps. Try this experiment the next time you’re the customer. Even if you intend to purchase, wait until you’re asked to do so. Keep waiting until the ask occurs. If you have to, keep waiting . . . and waiting . . . and waiting. Pay attention to how frustrated you become as

Define the Brand That Fits Your Business and Live It Everyday

Your brand. It’s the heart and the soul of your business. It informs your philosophy and your products. It’s the emotional connection between your company and your clients. Your brand should be the first element developed in your entire business plan.