What’s First? Seeing or Believing
“To See. To Understand. To Believe.” I see again. Seeing is one thing. Understanding is another. Believing is… …well, BELIEVING is a whole other thing, isn’t it?
The Last Shall Be First…
…Begin With the End in Mind “THEY THEMSELVES ARE MAKERS OF THEMSELVES” Ancient wisdom tells us: “…the last shall be first.” (Matt: 20:16) And more recent wisdom says: “…Start with the end in mind.” (Covey: 7 Habits) You and your Team can create the outcomes you want. You have critical meetings […]
SLOW DOWN if you want to GET TO YES FASTER. Email Tip from Dino
To get there faster you have to slow down? That MAKES NO SENSE does it? If you want to get to yes faster with people Then you need to go slower on purpose. Your purpose is to make a difference. So… Take it easy. An old-school law of sales states that “Time […]
Flash Sales: They’re Not Dead Yet
Ah, the flash sale. These short-lived “deal-of-the-day” sales might leave some musing that the “flash” part actually refers to their brief time in the marketing limelight. They flared up bright for several years, saw billions of dollars in investment, and then flickered and faded quickly. So why write an article about flash sales at all? […]
Knockoffs and Imitators: How to Face the Fakes and Beat the Competition
You are probably familiar with knockoff brands as they relate to the fashion world—designer shoes, handbags, and luggage passed off as the real deal. Well, I have some bad news: knockoff products can affect any industry, and globalization and the rise of digital shopping only make it easier for imitators. From the competitor next door […]
What You Can Learn About Proof and Persuasion from the Direct Marketing Industry
“They All Laughed When I Sat Down at the Piano, But When I Started to Play – ” reads the classic headline. The headline above comes from a direct mail package designed to sell piano lessons. It mailed in 1926 and was a record-breaking promotion that pulled in orders for years. Today, it’s one of […]
The Volkswagen Example: How and How Not To Handle A PR Disaster Of Your Own Doing
Volkswagon’s recent troubles have a lot to teach us about how to handle – and how not to handle – a PR disaster. | Image Attrib.: Flickr user Karen Roe There are all kinds of disasters that can befall a business and a brand. There are natural disasters, where no one is at fault. There […]
Apple, iPads, and When to Switch Your Target Market
Every move that Apple makes gets headlines, but a recent change in their marketing campaign for the iPad is particularly intriguing. iPad sales have been sinking as competitors edge into the market, and while the iPad certainly isn’t disappearing, Apple decided to take action. By completely shifting its target market, it’s pumping new life into […]
Preferences, Persuasion, and What The Salmon Fan Can Teach You About Increasing Sales
It’s a sunny day in the island nation of Guyana and a businessman leans over the edge of railing to peer at the waters of a fish farm. As he stares down at the fish swimming beneath the surface, he holds up a keyring to the light. Attached are a series of swatches like paint […]
Effectively Using Emotion: Understanding the Difference between Solutions and Outcomes in the Sales Process
Taking the time to understand the difference between a solution and an outcome – and how to use them during the sales process – can help you become a more effective sales pro than ever before. Consider the following case study. An HR director for a small company handles all hiring on her own. As […]
