Normally the subject of licensing would not appear in a Bootstrapping context because there usually is an up-front cash payment and a guarantee associated with securing a license. These two factors can be substantial with a high visibility license, such as Mickey Mouse, NFL football, Nike, Armani, etc. However, I bring it up here for […] Read more »
Buying Decisions-Rational?
After decades of personal selling and observing others sell, I am convinced most buying decisions are based on emotions rather than on a rational basis. The ratio of the two motivators varies with the individual buyer and the circumstances at the time, but clearly the seller must always be aware of the emotional component of the decision process. Having the best product, service, price, warranty, etc. does not ensure a sale. Read more »
No Can Become a Yes in Selling
Would you believe NO can get you a good Yes? Yes, it’s true; sometimes NO is the keyword for successful selling. In all negotiations and selling which falls into that category, you need to understand the other person’s needs, job responsibility, and goals. One of the major responsibilities of a buyer is to get the […] Read more »
LISTENING INSTEAD OF HEARING
Why is it that in most business and social encounters the mouth is employed much more than your two ears? Many people think they are listening when they are just hearing. If your ears are healthy, hearing is an automatic anatomical response to sound in your vicinity. It takes no effort or skill. On […] Read more »
2 New YouTube Videos to Help Small Business
On September 13, I was invited to speak to the Entrepreneurial class of Professor Danny Warshay at Brown University. Professor Warshay taped the session, and I have edited out two segments to make my YouTube debut on offering practical tips to Small Business that are within the ability of all entrepreneurs. Here is the description […] Read more »
TROUBLE GETTING AN APPOINTMENT ?
I loved reading the below Media Life Magazine article on a smart way to find a job.I have reproduced it in its entirety as I believe it applies equally to securing a hard to get appointment in your sales effort. Read more »
HOW BUYERS DECIDE WHO TO BUY FROM
After decades of personal selling and observing others sell, I am convinced most buying decisions are based on emotions rather than on a rational basis. The ratio of the two motivators varies with the individual buyer and the circumstances at the time, but clearly the seller must always be aware of the emotional component of the decision process. Having the best product, service, price, warranty, etc. does not ensure a sale. Here’s a sampling of some of the non-rational reasons I have observed buyers employ in their buying decisions. Read more »
NO, a keyword for successful selling!
In all negotiations and selling which falls into that category, you need to understand the other person’s needs, job responsibility, and goals. Read more »