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Us Versus Them

Us Versus Them

I just read a Seth Godin Blog. And as always, he got me thinking. Seth was discussing how people tend to migrate toward people that are “just like themselves”. He calls these groups’ tribes or communities. Apple enthusiasts have a tribe, as do the Microsoft people. Godin […]

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Quit Doggin’ it

Quit Doggin’ it

I’m stunned. I know that it’s tough out there … and I know that customers have a hard time selling their current home in order to buy yours … but that’s no excuse for doggin” it. Let me start at the beginning.  I visit a lot of […]

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Cookies and Milk Are Nice …

Cookies and Milk Are Nice …

I keep hearing about all of the things you have to do to succeed in today’s market.  In other words, what you have to do to outsell your competition.  One in particular keeps “rearing its ugly head”.   It’s Relationship Selling.  Let me show you what I mean. […]

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Is This Your First Visit?

Is This Your First Visit?

I visited a sales office in Austin the other day.  Never mind the builder … the name isn’t important any way.   It’s my story that’s important.  Here goes. I arrived at the sales office an hour or so after they opened.  And even before I could […]

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Occam’s Razor

Occam’s Razor

Occam’s Razor is a fourteenth century principle attributed to English logician and Franciscan friar William of Ockham.  The principle simply states this: One should not make more assumptions than the minimum needed.   In many circles, Occams Razor is called the principle of parsimony.  Which admonishes us […]

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If You’re Still Selling… Stop!

If You’re Still Selling… Stop!

I want to give you an exercise for your next sales meeting. My goal is to remind you of some important selling strategies … especially in today’s marketplace.  That said, here’s all you need to do. At your next sales meeting, ask all of your associates to […]

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An Interesting Question

An Interesting Question

I’ve had an interesting question from a sales person in Atlanta.  And what a good question it was.  It went something like this: What do you do in today’s market to get a customer to stop shopping and sign a purchase agreement?  In other words, how do […]

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