Given the information that is available on sales, it is surprising how many firms fail the test of consultative selling. This kind of selling is not new. But in recent years it has been highlighted.
Simply stated, consultative selling is about the customer, not about you. Consultative selling takes place when your customer’s business improves as a result of your product or service.
But in order to know if your product or service has succeeded in helping your customer’s…Continue
onebestway, award-winning design and marketing agency in the UK, rolled out a new website design this week to announce that as of September 2010 they describe themselves as a “brand and consultancy agency."
Founder of onebestway Michael Owen explained, “We’ve been helping core clients to successfully become ‘real brands’ for a many years now so we’re now…Continue
As I have stated in a previous blog, my opinion is that the owner of any business, along with the employees, should develop an annual business plan. Another one of my blogs explains that in most cases, if you are applying for a loan, you will need to present a business plan to the banker.
Completing a business plan can seem overwhelming. I have many clients who tell me the operations of the business are in their head and yet cannot develop a logical, cohesive formula to put on paper.…Continue
Added by Mike Daley on September 27, 2010 at 8:00am — No Comments
Lenders grant credit based on “the five C’s”: capacity, character, collateral, capital and conditions. In other words, they want to know if your business can afford to repay…Continue
Market leaders understand the importance of working their plan, and they do not focus on “crushing” the competition, but they do passionately serve their markets -- Doves.
Market losers focus their energies on “beating”and “crushing” the completion and have little understanding of the problems of their buyers as their entire focus is on their competitors -- Hawks.
Doves strategically and passionately set out to solve their buyers' problems. Hawks try to swoop in and…Continue