Price and Value, Unique Value Proposition
I finally gave in and bought the iPhone. Wow, what a cool device! It’s so much more than a phone. While in the Apple store, had an interesting sales experience with one of the reps. While looking at the wall of accessories to perhaps add to the...
Questioning, Random Rants
The Wall Street Journal online edition posted a great article, along the lines of my posting below about asking direct and tough questions of doctors and other health care providers. See it at http://online.wsj.com/article/SB123612654272124081.html Thanks to Mike...
Opening Statements, Preparation, Questioning, Sales Recommendations (presentations), Screeners
First, I can’t begin to express how overwhelmed I am with the thoughtfulness of you, my readers and customers, and I’ll put most of you in the category of "friends." In response to my email and blog post below last week I had several hundred...
Photos of Training Clients
Last week in Las Vegas I presented a workshop to four groups at the Mobile Mini national sales meeting. You’ve certainly seen the Mobile Mini products…they are metal storage containers and trailer-like offices, usually at construction job sites, but there...