People won’t spend a nickel or invest time to prevent anything but once something breaks, they’ll spend everything they have and focus completely on fixing it. Your best prospects will always be experiencing some level of trauma. A high level would be a health problem. A low level of trauma might be needing an oil change in the car before a long trip. There’s an interruption in the smooth flow of their life, and they want it corrected. Fast, easily and at a bargain if possible.
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Why We’re All in Sales - HBR IdeaCast - Harvard Business Review
Business bloggers at Harvard Business Review discuss a variety of business topics including managing people, innovation, leadership, and more.
http://blogs.hbr.org/ideacast/2013/02/why-were-all-in-sales.html
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Why The Loooooong Sales Letter Works And Other Surprising Sales Hacks – with Ramit Sethi | Business Tips
A few months ago, I noticed that a well-known tech entrepreneur was quickly removing a doc off his computer screen. I guess I have sharp eyes because I saw what it was and quickly asked him, Why do you have Ramit Sethi’s sales letter on your computer? He flashed me a smile and said…
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Erik Reagan on Sales: Saying No
In the second in a series of conversations with leaders in the ExpressionEngine community I talk with Erik Reagan of Focus Lab, LLC of Savannah Georgia.
Erik has been a prominent member of the community for several years now and has distinguished himself through insightful presentations at various conferences. As an EE expert and gifted business manager, Erik speaks with clarity on questions of structure, ethics, priorities and focus.
In this talk we discuss the importance of how the sales process serves to shape a company. And as such, how important it is that the sales process be carefully crafted, shaped and governed with the future of the company in mind. We discuss the power of saying no and turning business away as an indicator and tool to control the definition of a company. We discuss the importance of embracing word of mouth marketing and how project management, planning and an overall dedication to quality serve as the best sales tool.