Blog

THE CUSTOMER DOESN’T "UNDERSTAND"

Business owners and sales managers often use one or more of the following phrases to explain poor sales:“They customers don’t understand what we offer.”” They don’t get it.”” They don’t see how much we can help them.”I ask the owners and sales managers: “Do you truly offer a distinct VALUE …

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POSTIONING FOR DOLLARS

THE CARPENTER GETS PAIDI know a homeowner that had a persistent squeak in a floorboard. No matter what he tried — glue, nails — nothing worked. After months of aggravation, he called a carpenter who friends said was a true craftsman. The craftsman walked into the room and heard the squeak. …

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ACCOMPLISH WHAT SEEMED IMPOSSIBLE

ONE GIANT STEPMany thought putting a man on the moon was impossible. But nearly 40 years ago, on July 16, 1969, we did it. “One small step for man, one giant leap for mankind” are words we all remember.Today, we’re facing a global economic crisis, and many businesses think that …

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Satire: The Instant Cure for Our Sick Economy

AND ITS A MARKETER’S DREAM COME TRUEI have the cure for this sick, sick economy. And it’s surprisingly simple. This solution will have our economy so strong that in 30 days, every U.S. citizen who wants a job will have one. Demand for consumer goods will be off the charts. …

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Message to Your Prospect: “Trust Me.”

A hapless hiker stops to enjoy the view from the top of a high mountain. Suddenly he loses his footing and slips off the cliff.As he tumbles to a sure death hundreds of feet below, he reaches out and grabs a tree root that’s sticking out of the side of …

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Why, Oh Why Do Girls and Guys Buy?

AT THE GYMIt’s 6:11 a.m. on a weekday. I’m at Creekside Fitness Center. I’ve just finished some warm-up cardio on the elliptical thingy. I shuffle over to the free weights while waiting for my “adrenaline rush” energy drink to give me enough adrenaline or energy to avoid being embarrassed by …

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