All Posts by John R. Aberle

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About the Author

I have a strong love for small businesses, especially brick and mortar companies. After an 18-year career in sales and marketing, I started my own service company, which I grew in both sales and profits for the first five years. In my sixth year, the bottom dropped out of the printer market such that it made more sense to sell my assets and return to Southern California. There I went to work for an international small business consulting company. I spent over three years on the road with them helping small businesses to become more profitable and better managed. I then started my own company specializing in sales and marketing consulting, coaching and training. My emphasis is on heart-centered, relationship selling that empowers prospects to make their own choices.

Oct 30

Have You Heard the MLM Lies?

By John R. Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales and Marketing

First, let me say that I like MLM or multi-level marketing programs in general. Usually they sell really good products. Second, most are honorable and honest. However, some MLM lies show up when it comes to sponsoring and recruiting.

In a conversation this week, I was reminded of them. They usually come into play when the prospect resists such as when I explained that I have to stay focused on my present business. The first two we have heard for years from hard sell MLM salespeople. The third was new.

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Oct 30

Have You Heard the MLM Lies?

By John R. Aberle | Sales and Marketing

First, let me say that I like MLM or multi-level marketing programs in general. Usually they sell really good products. Second, most are honorable and honest. However, some MLM lies show up when it comes to sponsoring and recruiting.

In a conversation this week, I was reminded of them. They usually come into play when the prospect resists such as when I explained that I have to stay focused on my present business. The first two we have heard for years from hard sell MLM salespeople. The third was new.

Continue reading
Oct 02

Trusting a Salesperson Is Tough; Liking Is Easy

By John R. Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales and Marketing

My wife and I love the Los Angeles County Fair. It’s larger than many, if not most, state fairs. Variety and energy abound there. We especially enjoy browsing through the commercial buildings. In one of them, we stopped to check out a product we’ve been interested in. Because the salesman was warmly friendly, knowledgeable, experienced and not obviously pushy, we liked him right away. Trusting though was tougher. When he gave us a tip to take advantage of the manufacturer so as to get a replacement product under warranty, he wiped out our feelings of trust.

While we each reacted immediately, we didn’t talk about it until the next day. It bothered both of us because it was dishonest. Such a suggestion implies the salesperson is on our side, right? Wrong. Lying about a product’s failure so as to take advantage of the warranty is theft. It’s subtle, yet it’s a form of stealing.

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Oct 02

Trusting a Salesperson Is Tough; Liking Is Easy

By John R. Aberle | Sales and Marketing

My wife and I love the Los Angeles County Fair. It’s larger than many, if not most, state fairs. Variety and energy abound there. We especially enjoy browsing through the commercial buildings. In one of them, we stopped to check out a product we’ve been interested in. Because the salesman was warmly friendly, knowledgeable, experienced and not obviously pushy, we liked him right away. Trusting though was tougher. When he gave us a tip to take advantage of the manufacturer so as to get a replacement product under warranty, he wiped out our feelings of trust.

While we each reacted immediately, we didn’t talk about it until the next day. It bothered both of us because it was dishonest. Such a suggestion implies the salesperson is on our side, right? Wrong. Lying about a product’s failure so as to take advantage of the warranty is theft. It’s subtle, yet it’s a form of stealing.

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Sep 21

Comment on Social Networking Tip: If you’re going to write me, write to me by Johna11

By John R. Aberle | Small Business Management

John, I visited your blog, Auto Traffic Avalanche, and tried to comment as you requested on “<a href=”http://autotrafficavalanchereviewed.org/three-easy-steps-getting-targeted-visitors/” rel=”nofollow”>Three Easy Steps Getting Targeted Visitors</a>,”I think you have your comments turned off – at least I couldn’t figure out how to comment. You had three good tips – though I can’t comment on your Joomla suggestion. Unfortunately, when I checked out the link for the Search-based Keyword Tool, Google indicated it’s about to replace that tool with the <a href=”https://adwords.google.com/o/Targeting/Explorer?__u=1000000000&__c=1000000000&ideaRequestType=KEYWORD_IDEAS#search.none” rel=”nofollow”>Updated Keywords Tool</a> from AdSense. Very few people have ever mentioned this to me before. I like it because it allows you to check your website URL against keywords people are actually using in their searches.

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Sep 20

If No One Cares, It’s Not a Unique Selling Proposition

By John R. Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales and Marketing

Have you heard marketers tell you that you need a unique selling proposition or UPS? They’re right – provided you understand what they’re really saying. Usually when we talk about unique selling propositions, the emphasis is on unique. That is, and should be, the primary point. However, at the same time, we often ignore the word selling as being vital to the USP. The really important consideration is that if no one cares, it’s not a unique selling proposition.

It either contributes to being able to make the sale or it’s really just a unique proposition, which for business purposes is useless. As the saying goes, “Beauty is in the eye of the beholder” – just so with unique selling propositions. Remember here that the customers are the ones who determine value.

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Sep 20

If No One Cares, It’s Not a Unique Selling Proposition

By John R. Aberle | Sales and Marketing

Have you heard marketers tell you that you need a unique selling proposition or UPS? They’re right – provided you understand what they’re really saying. Usually when we talk about unique selling propositions, the emphasis is on unique. That is, and should be, the primary point. However, at the same time, we often ignore the word selling as being vital to the USP. The really important consideration is that if no one cares, it’s not a unique selling proposition.

It either contributes to being able to make the sale or it’s really just a unique proposition, which for business purposes is useless. As the saying goes, “Beauty is in the eye of the beholder” – just so with unique selling propositions. Remember here that the customers are the ones who determine value.

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Jul 31

HostGator Shines as a Host for WordPress Blogs

By John R. Aberle | Business Lifestyle , Business Systems , Internet Marketing , Relationship Selling

I just invested over a week uploading backed up files, testing to be sure the uploaded Help Customers Buy blog worked on a different domain name before I moved my https://www.helpcustomersbuy.com domain to HostGator. This process was so complicated because of some problems with my backups.
That’s history now. However, moving from one hosting company to another is not for the faint hearted. There were lots of lessons along the way. I’m grateful to Yahoo! for a couple years of hosting my website and this blog. However, if you want a WordPress blog on your own hosted site then I encourage you to look into HostGator or someone else who plays nice with WordPress.

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