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Selling With Stories - A Powerful Sales Tool
The key to succesful sales is to really engage with your clients - to move them emotionally, not just rationally. And perhaps the best technique to do this is the use of stories.

Other changeover times Related Articles

The Art of Firing
A few weeks ago I covered the topic of laying people off. In a sense, this is an easier process because it usually happens in bad times, and it doesn’t single a person out. A firing, by contrast, can occur in good times as well as bad times, and it’s highly personal.
Presentation and Marketing of the Business
Any new business will take a year to reach its full potential from a running start, and an established business needs a lot of TLC to effect a smooth changeover. So, before you take the reins, make sure you have budgeted adequately for marketing and promotion as a very real expense in the first twelve months. How you elect to market your business depends very much on what you are selling a commodity or a service. But the basics are still the same: to put your business in the face of all your potential customers and make it stand out from the rest.
Stress-Free Selling® - How to Make it About Them
You've heard a million times by now to make your sales About Them. But how do you do that???? Here's one easy way how. Take a look at a recent letter or proposal you wrote. Count how many times you wrote "I" or "we." Now count how many times you wrote "you" and "your." If you're like most people, there are ten times more "I's" and "we's" as there are "you's" and "your's." Reverse that! When you write in "I" terms, you write about yourself.

5 Public Relations Musts During Economic Tough Times
So, times are tough. First thing to keep in mind is this will pass and better times are ahead, but even more importantly, realize that tough times don’t have to signal tough times for you and your business.

How to Hold The Sales Team Accountable Under the New Rules of Sales Engagement
If you read yesterday's post, there was a comment from Teicko who asked how you can hold the sales team accountable under these new rules of sales engagement where you must work three times harder, three times longer, be three times more effective and have three times more opportunities in the pipeline to get the same results as you used to.
Rules of Sales Engagement for the Recession
We also discussed the economy - of course - and right now, there are some new rules of engagement. You simply have to work three times harder, three times smarter, find three times more opportunities and be three times more effective just to sell what you used to sell. That's it? No. In order to be three times more effective you must refine your strategies and expand upon your tactics. You must be more creative, quicker on your feet, more resourceful and more persuasive. You must ask better questions and more of them. You must be more powerful than ever before. Do that and you will survive. Do that consistently and you will thrive when the economy turns around and money loosens up. In the mean time, no short cuts!
Marketing in a recession can really help your small business
The most important thing a business can do in these challenging times is marketing. It is ironic than that this is often the first budget that companies cut when times get tough. Small businesses can really take advantage of this and learn to survive and thrive in these challenging times.
Keeping Staff Motivated
Keeping employees motivated in the 21st century, especially during difficult times or times of organizational change is not impossible. There are methods an effective manager and leader can employ to ensure they are offering an encouraging environment that communicates stability and value during challenging times.
It Gets Lonely at the Top
Being a President, CEO or the owner of a company can get lonely at times. This is true even if you are an excellent leader and have developed a top notch executive staff. Often times you face decisions, challenges or just thoughts that you can't even divulge to your most trusted employee. Some CEOs use executive coaches to help them during these times. I personally do some executive coaching. Often times coaching is just affirmation and validation of one's own thinking but it is important to have that outlet.
#1 Killer of Small and Medium Business
In these challenging economic times it is easy to take your eye off the ball. Many times we fail to stay focused on something that is taken for granted when times are good but crucial to stay on top of when times are challenging.

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