Happy Halloween (or so it could be for your business) This week’s tip is unashamedly aimed at retail but could (with a twist ) work for service as well – The Halloween spend in the UK is expected to top A$481M on November 1 this year. In the US that figure is a staggering A$6.54B. [...]
Nostalgia sells ! In the minds of consumers (business and public) the future is unwritten, which is scary. The past on the other hand is usually seen through rose coloured glasses so when the market is restricting its spending it pays to send nostalgic messages about ‘the good old days’. Put your market into an [...]
Remember to Engage The initial Engage step is critical to the success of every EASE-based sales discussion with a prospective customer. This is so whether you approached them or they approached you; whether you are meeting them at their premises or they are visiting yours. It is even important when dealing with in-coming phone enquiries. (We can [...]
In selling we have to deal with some harsh realities. One of these is that, in many organisations, there are people withimpressive-sounding titles who have very little authority. They certainly don’t have the authority to make a buyingdecision. They may be able to say ‘No’ but they can’t say ‘Yes’. In these circumstances you are [...]