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Creating The Possimpible

In his landmark customer service book, Selling the Invisible, Harry Beckwith offers a three step approach to marketing your product or service(s). Step One is where you are trying to get what Beckwith calls, “a basic, acceptably reliable product” (or service). This occurs most often in budding businesses where the product or service is unique or new and customers will accept minimum standards. In fact, Beckwith calls this stage, the… Read More »Creating The Possimpible

R.I.D.E. to Sales Success!

I had another one of those experiences last week. You know the ones, you’re involved in a sales experience and while in the middle of the “sale,” you mentally leave and begin critiquing the salesperson. I won’t go into who the company or the actual sales person was, but please understand that this was a high placed regional person on the company’s sales team. Doesn’t happen to you? Well, it… Read More »R.I.D.E. to Sales Success!

Take A Class!

It’s May (well, tomorrow) and that means we are approaching the halfway point of the year much quicker than many of us anticipated. One third of the way through 2011, the question is this: how’s your year going? April found me doing what I love to do: teaching enthusiastic sales people around the country. Many markets are seeing increases in activity as Buyers and Sellers test the water to see… Read More »Take A Class!

So Fragile…

Sally Meyerhoff was killed yesterday in a cycling accident. She was, from what I have read in her blog, excitedly training for her new adventure as a professional triathlete. What follows is one of the last paragraphs written in Sally Meyerhoff’s blog on Sunday. You can read it all at http://runsalm3.blogspot.com/2011/03/way-overdue.html, along with many of Sally’s other writings in her blog Run Sal. “I cannot express how HAPPY I am… Read More »So Fragile…