Today I celebrate 35 years being psychologically unemployable. It’s been an incredible ride, and I’m just getting started. I could write a book. In fact, I have. I share the love with you today with the release on Amazon Kindle of… The NEW Game of Selling™ Words are my canvass, the blank slate upon which […]
We know the statistics about how much more it costs to get a new customer than to resell an existing one. Are you doing the best job possible of keeping your customers coming back for more? If retaining talent is how a company survives, retaining customers is how a company thrives. Hundreds of companies hired […]
Converting browsers to buyers is how we turn marketing expense into sales revenue. You have significant upside potential by playing your conversion game at a higher level. The conversion conversation is a challenge for buyer and seller. No part of selling creates more stress, fear, dread, and anxiety than asking someone to buy. Yet its […]
In The NEW Game of Selling™, qualifying a buyer for state of readiness is a pivotal point in the game. You waste time and lose money if you spend too much of both on unqualified buyers. As you improve your ability to qualify, you use your time better and make more sales with people who […]
I’m often asked what is the difference between the old game and The NEW Game of Selling™. The difference is in how we attract, qualify, convert, keep and multiply customers. In this excerpt we focus on how to ATTRACT ready buyers who are searching for what you have and are ready to buy it now. […]
In our previous excerpt you read about the first four of seven key distinctions that change the game by shifting your focus from products and profits to people and problems. Here are excerpts from the other three. Demonstrate Your Product or Service Demonstrate, don’t just present. Rather than the pitch of the presentation, give experience […]
In The NEW Game of Selling I outline seven key distinctions that change the game by shifting your focus from products and profits to people and problems. Here are excerpts from four of the seven. Serve Them Serve them instead of marketing you. If you focus on marketing you, you’re less likely to connect with […]
I’ve been playing the sales game for 35 years. “If there was ever a time for NEW, it’s NOW! The old game of selling is over and it can’t end too soon. We crave to be served, not sold. The NEW Game™ is about serving people, solving problems, and social engagement. It’s about meaning, relevance […]
Doctors are not paid for the 30 seconds it takes them to write a prescription. They are paid for 30,000 hours of experience and wisdom to know what to write. I charge a lot for my brain, because it’s my most valuable asset and stock in trade. You should too. Are you being paid what […]
