One seminar leader opened a workshop for property/casualty insurance agents by asking this question: “Why do people buy insurance?” After the participants offered a variety of responses, he says there’s only one right answer: “To take care of claims.” What …
If This Is Your Mantra, Your Customers Will Vanish It was an early morning meeting, and the atmosphere was relaxed. A sales manager was the last to arrive, whispering to the person next to him as he sat down, “All …
Ideas challenging the status quo can face roadblocks in just about any company. Yet, it may be that those are ideas that can let in more light so that effective change can take place. Here are six: 1. Business owners …
Perhaps even more than the lure of money, optimism dominates the entrepreneurial mind. During the recession, more Americans have become entrepreneurs than at any time in the past 15 years, according to the Kauffman Index of Entrepreneurial Activity. With the …
A company president was excited about a popular cartoon depicting warriors fighting a battle with bows and arrows, along with a suited salesman carrying a machine gun and a briefcase. “Can’t you see I have no time to see a …
Every salesperson knows the job is tougher than ever. It’s not for the faint hearted or those who feel the world owes them a living. At the same time, salespeople recognize the importance of having an extra edge, of standing …
There are few offenses in business worse than challenging the validity of the near sacred “elevator speech,” that one-minute message verbalizing the unique qualities of what a salesperson does or sells. The need for the “elevator speech” seems obvious since …
Although every business should be taking full advantage of e-commerce opportunities, not all businesses are e-commerce companies. Yet even those that don’t currently fit an e-commerce model can take advantage of Internet strategies. Over the long-term, it may be just …
