Mutual Qualification
One of the benefits of a value approach is it helps both the customer and consultant qualify each other. I define qualifying as a dialog with the customer to determine if we (customer and consultant)...
View ArticleLeads Are Seeds
I will have been in my position at MightyData, as THE salesman or cleverly named Manager of First Impressions, for one year on July 5. It has been pointed out that I am the only team member that has...
View ArticleSales As a High Stakes Poker Game
When I lived in Los Angeles, my apartment was about 20 minutes from 5 different world-famous poker rooms. I learned to play with some of the best and worst players there are. I was pretty good at it...
View ArticlePoker Analogy Blog Re-hash
I will be the first to admit I struggled with my last blog post, using poker as an analogy with respect to the sales/prospecting process. There were some outside factors that were in play...
View ArticleWe Will Diagnose Before We Prescribe
Recently I was visiting with a prospective customer about how we could create a custom iOS app for her service business. Prior to the conversation she provided a spreadsheet that she uses for part of...
View ArticleThe Relationship Between Serving and Selling
Oftentimes when you are in a sales position you do not always get a sale. It is just a fact of the numbers game. You may talk to someone for a half hour or even an hour, and the call ends with the...
View ArticleWhy I Won’t Sell to You Like a Car Salesman
Buying your first car. It is something you dreamed about as a teenager. It should be a dream experience. You walk onto that car lot, see the shiny BRAND NEW cars under the heavenly glow of the lot...
View ArticleWhen You Lose a Customer’s Trust, You Lose Their Business
There are a lot of things that go on during the sales process. You and the customer are trying to see if you are a good fit together. When I qualify a customer, one of the main things I look for is,...
View ArticleGet Off Script and Improvise
Alright. I just had a call with a sales guy trying to sell me on HIS services. He worked for a printing company and asked if we would want his company’s services for printing a FileMaker training...
View ArticleAre You Ready for Coaching?
Consider team sports. They consist of players on various surfaces and environments (fields, courts, pitches, etc.). The player performs the actions that directly affect whether the team wins or loses....
View Article
