I’ve been wanting to golf at a rural course for a number of years now. The reason is that this golf course now sits upon farmland that was once owned by two of my uncles. I had spent a lot of time of these farms as a kid growing up and I had only played the course once many years before and my memory suggested it wasn’t a bad little course.
For many Covid-19 has temporarily changed the way business is done and for others those changes will be permanent. This is both good and bad. The good is that for those that adapt, they will find news ways to do business. The bad is that for those who remain steadfast in their ways, they may not survive. This brings me to today’s topic, discounts.
We all learn lesson throughout our working lives. Some are good lessons, some are a little painful. Some of those lessons we remember, some we forget. Hopefully, we learn to apply the good lessons as frequently as possible and not repeat those painful ones too often.
One of those lessons I learned a long time ago, was to play the long game when it comes to sales.… Read More
In its heyday, the Kodak company used the following tagline in their advertising: “Make it a Kodak Moment!” This phrase was used when taking a picture of someone at a particular moment that will never be forgotten. It even made its way into everyday use to highlight anything good or embarrassing that happened to an individual, even when it wasn’t captured on film.… Read More
Reading Time: 5 mins
We all have our own definitions of training for our team, but in all honesty, most of it sucks. Sure, for customer facing team members, we do the mandatory, how to acknowledge a customer stuff, with all the expected please and thank you’s.
It also goes without saying that we spend time teaching them “the system”, whether that be a retail POS or other software necessary to capture and order or process payment.… Read More
Reading Time: 6 minutes
Be visible is really nothing more than the opportunity to get in front of the customer in some meaningful way. Unfortunately, it is proving far more difficult to do so. B to C or B to B businesses are equally challenged in getting through to their customers, because there are just many more roadblocks.
In the time before voicemail, a phone call to a customer’s home resulted in one of three outcomes; no answer, a busy signal or someone actually answered, pretty predictable outcomes.… Read More
Every entrepreneur goes into business with a list of dreams, hopes and desires for their business and their life. Unfortunately, dreams require more than just hoping and praying for a successful outcome.
What we need to realize is that dreams are just the starting point of the entrepreneurial adventure. Dreams get us in the game, but to be successful in business requires being able to put all the pieces together in order to create a prosperous enterprise.… Read More
One of the simplest ways to increase your sales closing ratio is by simply following up with your prospects in a timely manner.
All too often I encounter entrepreneurs who lament at how difficult business is or that they just don’t get sales even though they are pitching and quoting.
Digging a little deeper quickly uncovers one of the main reasons for their poor sales performance, they don’t follow up.… Read More
Wilfredo Pareto discovered the 80/20 rule when he wanted to determine who owned all the lands in Italy in the 18th century. He found out that 80% of the lands holdings were owned by just 20% of the families. As he continued his research he soon discovered that many things fit that profile.
Applying The 80/20 Rules For Sales
So how do we apply the 80/20 rules for sales?… Read More
As business owners, we sometimes forget that every employee can have an impact on sales in our organizations. (TWEET THIS)
For example is the shipper receiver courteous to all who present themselves at the loading dock? Do those customers have a pleasant experience that reflects favorably on your organization? There’s nothing worse than going through the sales process only to drop the ball at the last step.… Read More