By John R. Aberle | Sales and Marketing
All businesses, but especially small businesses, need to identify their ideal customer profile so they can focus marketing efforts on their best prospects.
Continue readingBy John R. Aberle | Sales and Marketing
Five years ago, Sally and Mark opened a boutique custom framing shop and an art gallery. Mark’s expertise is doing art pieces in stained glass, including stained glass windows. It’s still a small business with four part-time employees plus themselves. They are hoping to grow their business. Recently Sally realized that their size is looking […]
Continue readingBy John Aberle | Sales and Marketing
This is the story of Mark and Sally, who needed business tips for success. They have a small construction business. In the past three years, they have laid off 12 full-time employees as it became obvious that construction has fallen off and wasn’t recovering quickly. The economy has been so bad, they were in survival […]
Continue readingBy John Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales and Marketing
Although I used to hate this piece of advice, I must say that sales trainers could really get your attention with the following advice: “When you ask a question …” Then he would pause a moment and next he would yell, “SHUT UP!” He would finish with, “He who talks first loses.” For some people this attitude works. But if you care about building trust and relationships, it’s not a matter of win-lose. So if you want to sell and market with heart, you can have a better approach to how to ask a closing question, one that leads to a win-win. Avoid rushing. Know what your prospect wants, why, how important it is and then after you ask, wait patiently.
Continue readingBy John Aberle | Sales and Marketing
Although I used to hate this piece of advice, I must say that sales trainers could really get your attention with the following advice: “When you ask a question …” Then he would pause a moment and next he would yell, “SHUT UP!” He would finish with, “He who talks first loses.” For some people this attitude works. But if you care about building trust and relationships, it’s not a matter of win-lose. So if you want to sell and market with heart, you can have a better approach to how to ask a closing question, one that leads to a win-win. Avoid rushing. Know what your prospect wants, why, how important it is and then after you ask, wait patiently. →
Continue readingBy John Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales and Marketing
Happy Thanksgiving! I hope you have as wonderful a Thanksgiving as I expect to have. This is my favorite holiday of the year because the theme is so simple. As I mentioned in my title, “Gratitude sets the right attitude.” In sales and marketing as well as in life, being happy starts with being grateful. It’s amazing how often it’s the negative experiences that teach us some important lesson, provided we are ready to listen to our inner voice. Sometimes just waiting out the apparently negative experience shows us that things really did work out better.
Continue readingBy John Aberle | Sales and Marketing
Happy Thanksgiving! I hope you have as wonderful a Thanksgiving as I expect to have. This is my favorite holiday of the year because the theme is so simple. As I mentioned in my title, “Gratitude sets the right attitude.” In sales and marketing as well as in life, being happy starts with being grateful. It’s amazing how often it’s the negative experiences that teach us some important lesson, provided we are ready to listen to our inner voice. Sometimes just waiting out the apparently negative experience shows us that things really did work out better. →
Continue readingBy John R. Aberle | Sales and Marketing
You need strength, courage and self-discipline to resist the temptations urging you to push for a close too soon. That’s why heart centered selling’s not for wimps. The rewards though are strong bonds with customers. By using heart centered sales and marketing, you put your prospects’ and your customers’ needs before your own. Customers respond to this kind of love; they come to know, like and trust you. Building these kinds of strong connections is one of the best ways to protect your sales efforts. →
Continue readingBy John R. Aberle | Business Lifestyle , Business Systems , Relationship Selling , Sales and Marketing
You need strength, courage and self-discipline to resist the temptations urging you to push for a close too soon. That’s why heart centered selling’s not for wimps. The rewards though are strong bonds with customers. By using heart centered sales and marketing, you put your prospects’ and your customers’ needs before your own. Customers respond to this kind of love; they come to know, like and trust you. Building these kinds of strong connections is one of the best ways to protect your sales efforts.
Continue readingBy 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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