Traditionally economics has been defined as the study of scarce resources. And if there are a limited number of resources then all of us are battling for a share, often leading to win-lose situations. I have to out-perform or out-bid you to win. Operating in this way...
Several times over the last couple of days I have heard grumbling from people frustrated because they have dealt with companies that have not handled complaints well. What they were most frustrated about is they have literally gotten nothing back after expressing...
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...
I see this over and over again – the entrepreneur and team are so focused on the day to day activities they completely miss the #1 thing that impacts their customers’ decision the most. What is it? The sign outside your store or office. If you have a...
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...
