Make it easy to buy by reducing the risk

by | Dec 14, 2020 | Podcasts

Sometimes it is so frustrating.  You know you have a better product than that which your prospect is currently using. Your price is attractive, your service is outstanding.  If the prospect would switch to your solution, you know they’d be...

Is it Them, or Is it Us?

by | Dec 10, 2020 | Podcasts

In this rapidly changing economy, everyone is looking for a simple fix to dealing with the uncertainty of our economic environment. It seems like few are happy with their situations.  And all but a few point their fingers at the changing economy and vibrant...

Light One Candle

by | Dec 3, 2020 | Podcasts

Remember President George H. Bush’s program to identify and recognize individual Americans who were outstanding in their fields, or who completed acts of bravery or selflessness, and in so doing, brightened the lives of those around them?  It was called a...

Learning from Failure

by | Nov 26, 2020 | Podcasts

If we chose to, we learn more from our failures than we do from our successes.  Within every failure there is the seed of a lesson well learned, of a solid character trait emerging. It is our failures that contribute most intensely to our development. Let’s...

Answers to questions about low price

by | Nov 19, 2020 | Podcasts

Q.  How do I ensure that I get the last look in a competitive bid situation? Q.  Occasionally, customers may say they have seen or received a lower price for the same product in order to receive better pricing from us. How would you handle that type of call?...