Blogs

A PRIMER FOR RELATIONSHIP SELLING

My recent thoughts revolve around “Relationship Selling”. The modern sales process centers around building trust and identifying needs before even showing the features and benefits of your produc…

SALES PROSPECTING FOR COMPETITIVE ADVANTAGE--PART II

In our last article, successful sales people learned to overcome their “Fear-of-Failure” by answering 5 key questions. Today we add 3 additional questions to obtain competitive advantage in the sa…

SALES PROSPECTING FOR COMPETITIVE ADVANTAGE--PART I

The first sales step in any business is to identify your ideal customers. The characteristics that define your ideal customers will lead you to a list of your ideal prospects. To gain competitive adva…

6 STRATEGIES TO DOUBLE YOUR PROFITS

Everyone wants to double their net profits. Sure, doubling your sales is one way to accomplish this task. However, what if you could double your profits by adopting a 5% improvement strategy focused o…

SIX LEVERS TO TRANSFORM YOUR BUSINESS

You finished the meeting with your accountant. He says that the business needs to change if you want to retire in 3-5 years. How can he say that! Where does he expect you to make the changes to the bu…

BURNOUT: WHEN AN OWNER MUST CHANGE

After the 1982 NFL Football season, Dick Vermeil, head coach for the Philadelphia Eagles, abruptly resigned. He had reached a point in his life where he could not continue. He was burned out. …

PREPARE "YOUR BRAND" FOR SALE

The day is finally here! The decision is made. You are going to put the business up for sale. Getting to this point required careful thought and was not an easy decision. However, now comes the ha…

BEST TIME TO SELL A BUSINESS

I am at the peak of my game; I can’t sell now! The market is not right; I will wait for a better time! What about my family? Do these statements define your thoughts? Are you ready for …

WHO SETS YOUR PRICE?

I recently had several conversations about price. Specifically, how can you set price. Sure, if you ask an economist they will say that supply and demand sets the price. If you asked a markete…

EFFECTIVE DELEGATION

Are you spending 60-70 hours a week in your business? Do you reserve all of the important daily tasks to yourself? Does your staff go home 2 hours before you? If the answer to the above qu…

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