Do You Have a Sales Eeyore?

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Do you remember Eeyore from Winnie the Pooh?  Eeyore is a gloomy, depressed, pessimistic donkey, who is a friend of Christopher Robin and Winnie the Pooh. Everything bad seems to happen to Eeyore yet he is powerless to stop it.  Eeyore just seems to walk around with a black cloud of gloom following.  Here are just a few quotes from Eeyore: “It’s not much of a tail, but I’m sort of attached to it.” “Wish I could say yes, but I can’t.” “If it is a good morning, which I […]

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Oct, 2017

Fear of Being Annoying

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The Fear of Being Annoying The fear of annoying people can put your sales momentum into neutral. When discussing new ways of building sales, every suggested change is greeted by the "but we don't want to annoy our customers" excuse.  I am convinced that this is just a way to justify status quo and to avoid something new that might appear risky. By risky, I am talking about you opening yourself up for criticism because someone might not like what you are doing.  In my experience, no matter what you [...]

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Oct, 2017

Micro-Commitments Can Lead to Major Sales

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As business people, we often get stuck on the ultimate big commitment of the final sale and miss the many micro-commitments that a prospect will have to make before the final commitment. Small Commitments “Micro-commitment” refers to the small commitments that happen as a prospect moves from unawareness to purchase. If you stop and think about it, prospects make lots of micro-commitments in the process of making a sale. If a prospect gets stuck or does not answer “yes” to moving to the next step, your sale goes into neutral […]

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Oct, 2017

Getting Out of the Witness Protection Program

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Is your business in the witness protection program?  Do people know you exist?  How would I know you are out there if I was part of your target audience? I am sure we all would love everyone to find us by word of mouth or professional referral, but that takes time (usually a long time) to happen Your problem is you are invisible holed-up in front of your computer. Most small business competes in crowded markets with lots of competitors, but yet do nothing to stand out.  Much like participants […]

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