I walked into Ikea for the third time in two days, not to shop but to return a non-matching wood ottoman frame that I had purchased.I thought I was lucky because I got the same clerk who had helped me...
My Aunt Cecile, rest her soul, shared a secret with me before heading off to the happy hunting ground."Gary, if anyone asks you an embarrassing question, or simply one you don't care to answer, just p...
In a recent article I mentioned we're erring in marketing, selling, and in customer retention activities by focusing on CRM, on customer service, and on customer satisfaction.Instead, we should be con...
Scripting has been employed in selling for at least 80 years that I'm aware of, and perhaps a lot longer.It is the use of patterned sales talks, predictable and reliable conversational strategies that...
There is a nearly foolproof method for spotting a phony author and an article that is unoriginal.I'll get to that in a minute, but let's briefly discuss the problem with many of the leading Internet w...
There is a painting in Pasadena's Norton Simon Museum that presents a portrait of a gentleman, or so we would think at a cursory glance.But the artist must have been slightly miffed at his subject. Pe...
One of my clients has fallen under the spell of a cult.Specifically, it is a sales training cult that has taught him to repudiate everything he thought he knew about selling, including some of the ide...
No matter what type of business you are in, the ability to conduct effective negotiations always comes in handy. Having strong business negotiation skills can improve your business's bottom line an...
No matter what type of business you are in, the ability to conduct effective negotiations always comes in handy. Having strong business negotiation skills can improve your business's bottom line ...
When business executives and owners step out into the marketplace for the first time or into a new market, many often find the experience intimidating. You may not yet be aware of what the other par...