This was a headline used in an advertisement, about 90 years ago. Drayton Bird recently wrote about this powerful and quite successful advertisement. You may be asking yourself “Why should I care? After all, I’m not in marketing… I’m in sales!” Here’s why you should care. It’s about the lesson it teaches. The advertisement was […]
How many times have you walked into a sales appointment full of assumptions? As you glance around the prospect’s office, you notice a few things and more assumptions are made. As you piece together a few facts, you begin to construct an image of the person sitting in front of you. You begin to believe […]
“I Need to Think About It” Objection. Everyone seeks certainty, especially when buying. Buyers want to be certain their decision is the right decision….you do too when buying. Are you getting the best price? Can the product or service deliver as promised? And there’s a multitude of other questions that pop into the buyers’ mind. […]
