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Hard Sell

Is hard sell a good or a bad thing? Depends. What is hard sell? Hard sell means insistence people buy. Most dictionary definitions also include the words “aggressive” and “high-pressure.” That said, the definitions that I’ve read are...

Customer Service

Have you ever heard this question when you’re out shopping, “Did you find everything you were looking for?” Most of the time you probably don’t think anything of it and automatically answer, “yes.” I know that’s how I usually...

Give It Away

According to a recent survey of small businesses, business owners view attracting customers as the most significant challenge facing their businesses. Attracting more customers may be the most important part of a business owner’s job. It’s how you grow...

Green Eggs and Ham

You remember the Dr Seuss book from your childhood, don’t you? What I’m sure you didn’t realize as a kid is that it’s a terrific sales book. Right about now you’re probably thinking, “You’ve lost your mind.” I assure you...

Customer Service

We live in a highly computerized society where more and more human interaction is replaced by computerized automation. Very often when you call a business you hear, “Thank you for calling XYZ Company. Your business is important to us. Please listen carefully to...

Marketing Confusion

I was reading an article today about B2B marketing and it contained the following line, “Confession 3. If we don’t meet our sales numbers this quarter, we might have to cut marketing budget, or even head count.” This statement is very similar to one...

Create, Create, Create

To endure a business must be continually created by its owners, managers and its staff. To be clear, when I say create I mean the dictionary definition of the word. Here’s the definition in the Oxford Dictionary: 1 Bring (something) into existence 1.1 Cause...

What Are Your Policies?

I had a conversation the manager of a branch of a national corporation which illustrated five important points for businesses of any size: Policies and procedures must exist They must be accessible They must be current Staff must be trained on them They must be...

An Exciting Discovery

I want to talk to you about a very exciting business discovery. Your Business! That’s right. Your business is an exciting discovery. The reality is that as you read this, the majority of people don’t know anything about your business, its products or its...