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...
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...
How many times have you heard: “You didn’t tell me that!” while you know for a fact that you did communicate what they don’t remember you saying? It can be just a minor annoyance, but sometimes, a communication gap can have serious business...
Every time someone walks through the door of your business (or interacts with you or your team members), you have the opportunity to convert them into a loyal customer, or even a raving fan. (My definition of a loyal customer: someone who chooses your company over and...
Many businesses make the mistake of focusing on price. In other words, when selling their products or services, the first thing they promote is the price. If they want to increase sales, they reduce the price. That puts you in a position of competing solely based on...
When someone asks you what your product or service costs – how do you answer? Do you respond with the price and are left trying to justify it? Or do you use the “what does it cost” question to position the value you has to offer? Same question but...
