Customer groups gather information in certain ways leading to the point at which they buy a product.
An effective marketing campaign concentrates on how potential customers search for information, so the marketing information is available when and where customers are looking for it.
For example, golfers can be divided into three groups of buyers: pioneers, early followers […]

I tried to call some of my clients and asked what they want salespeople to do, how they want salespeople to act and what they want salespeople to say.
I listened and I wrote:

Get to the point and give me the facts
Tell me the truth
I want an ethical salesperson. Salespeople often get bum rap because a […]

To get the sale, you must use superior word crafting to avoid sounding like an insincere salesperson. If you sound like one, you probably are.
Words and phrases to avoid. Forever.

Frankly - a word that sounds insincere
Quite frankly - a double dose of the dreaded frankly. It makes me very suspicious of the person who ways […]

Should we lower our price to attract more customer? ABSOLUTELY NOT!
“Being the least expensive won’t get you anywhere if the prospect has no confidence to buy. Many times low price actually scares the buyer.” - Jeffrey H. Gitomer.

Why do salespeople fail? Because they think they will!
Several national tests have revealed the following startling statistics about why salespeople fail.
15% Improper training in both product and sales skills.
20% Poor verbal and written communication skills.
15% Poor or problematic boos or management.
50% Attitude
Salespeople (or anyone else) could succeed 50% more if they would just change the […]

Overt, blunt and specific benefits of your goods or services for the customers will increase the rate of success of your products in this message-cluttered market.
We need to be brash, bold, and straight forward about how the products will bring value to your customer’s life, thus, show how it differs from other brands.
The three keys […]

There is no doubt that the keys to success in real estate are location, location and location. A good friend of mine who is a successful Realtor always says that.
What about in sales? I think the keys to success are listen, listen and listen. I learn it the hard way not to listen, but talk […]

I join a several networking groups in Seattle, Bellevue, Kirkland and Issaquah area. Everything is good, food is good, I like meeting other great entrepreneurs, and I enjoy most of the time.
There was one thing that I didn’t enjoy at first. That’s when we had to give the 30 seconds or 1 minute commercial or […]

I have this problem a lot because price is often the first thing on my customer’s minds. Whenever I write a proposal for a project, my dilemma is whether I am giving the right price. Is it too expensive? Can they (our client) afford it? What can we do to make them engage our business?
Besides, […]