A Little Psychology Can Go a Long Way. Psychologists tell us that there are five major buying motives: pain/problem, fear, present pleasure, future pleasure, and interest. The most common reason why people buy is pain . . . something is … Continue reading
Category Archives: Blog
Sales Boosters Every Business Can Afford Marketing is (pick the best one that applies): Going to the grocery store to buy food and cleaning supplies A salesperson who calls you during dinner to sell you encyclopedias or the Los Angeles … Continue reading
There was a famous experiment at Emory University a few years ago. An audience of first-graders, fourth-graders, and adults was asked to count the number of passes made during a college basketball game. In the middle of the game a … Continue reading
Total Quality Management (TQM) is one of those phrases business people have been hearing about lately, but may not know what it means. The following is a summary of frequently-asked questions about TQM.
“You teach best what you need to learn the most.” That’s an old saw that holds true, for this home-office time management consultant and author at least. Here it is Sunday, a day that I’ve scheduled as work-free, and I’m … Continue reading
Step #1: Establish Your Objective & Purpose. What do you want the audience to think, feel, or do? What is your purpose? Inform Advise Persuade Teach Sell Inspire Motivate Entertain
Let’s face it. Unless we are professional sales people, most of us just don’t like to sell. This is especially true when it comes to selling ourselves. But marketing ourselves — our skills, talents, and products/services — is crucial to the development of our business.
Susan Bellows answers some questions about her business in an interview with Kim Grassfield, manager of a New England based design company. A Case Study I just read what a client, a company General Manager, has said about you. Why … Continue reading
Creating a Sales Revolution… According to Bellows, a former marketing VP at BayBanks and a trainer in David Sandler’s sales methods, it’s just force of habit. Her firm, Susan Bellows & Associates, trains managers and sales staff in a whole … Continue reading