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When you offer multiple plans for a service, the cheapest plan’s customers tends to require the most support. Now at first this seems counter-intuitive. You’d expect the opposite: that the people who pay the most feel more entitled to support, and thus ask for more of it. So if the cheapest custome Read More

The selling process beings with first impressions. Online or in person, the way that you communicate with your audience will determine your success. Read More

Quite often we don’t realize that what we think we can’t do well is in fact our greatest asset.
Our imperfections make us human. And, people buy from people, not robots. Read More

Customers are always evaluating sales people---they are checking to see it they perform, if their words match their actions, are they people they should to business with, what separates them from all others. Consequently, everything we do counts--there are no mulligans or do overs. Read More

Small business owners are an odd lot. I can say this without judgment because I am one. Many times I find that they miss the subtleties of attracting small business even though they need look no further than their own buying habits for keys to the sale. Read More

Insight and value creation are closely intertwined. They speak to unique challenges to the customer and present opportunities, specific to the customer. They speak to things the customer might do--providing a unique road map for the customer. Read More

It's the social media bubble that makes use think of all the possibilities in the world of start ups. With $1billion valuations and no revenue it can make you lose sight of sales and cold calling. Read More

Positioning yourself as the expert in your field can do wonders for your business. When consumers see you as an expert, they can more easily trust you, and they are more likely to come to you first when they need a solution to their problem.

So how do you position yourself as an expert? Read More

Many small business owners want to charge premium prices for their products or services but are unsure how. Here are 6 great tips for commanding premium prices... Read More