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The Great Divide

Often in the Profit Talk Newsletter I have commented on the shift that is happening in the marketplace from selling products or services to selling solutions. Well the same shift is also happening within companies to positions and personnel. A friend of mine has an...

Selling Solutions

Whether you’re selling widgets on a street corner or big-ticket, long-cycle products to manufacturers, you have to understand the psychology behind selling. Changes in today’s marketplace have moved from transaction-based selling to relationship-based...

The Secret of the Roush Effect

Re-Post from Seth Godin’s Blog When Gerald Roush died, he left behind the Ferrari Market Letter. This newsletter, which he started and ran, had nearly 5,000 subscribers, paying him $130 a year for a subscription. Do the math! It’s a good living–even...

Getting to the Ah

One of the most important shifts going on in business lately is the change of focus from transactions to solutions. If you think your business is just about what you sell – think again! Your business is about the value or results – the solutions you...

Don’t Believe the Hype!

A couple of years ago I gave a speech at Joe Polish’s Cash Creation Conference. Based on feedback, it has had the greatest impact of all speeches I have ever given. People still come to me saying “Don’t believe the hype!” – the message had...