Monthly Archives: August 2012

Be Tenacious, not a pest.

One of my potential clients called me back the other day.  He runs training for a hospital and they are going through major changes. He said “I just wanted to call you back and let you know what’s going on.” … Continue reading

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Should I Give Away Part of My Product or Service?

Yes and no.  See, wasn’t that easy?  This article, in essence, is giving away my product.  My product is training, coaching and consulting.  Part of my current and future course work finds its way into these articles.  And, I don’t … Continue reading

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Can You Sell A Smaller Part of Your Big Service or Product to More People?

I have recently modified my marketing approach and my new approach is working.  I sell days or weeks of tailored or customized training.  Buying training is a big perceived risk for people.  Training, marketing and R & D are some … Continue reading

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How Many Different Services Should I Sell?

Here is my  confession.  I write these articles to remind myself of lessons recently remembered.  I also write these articles to help formulate my thoughts about a different approach to an old problem or when I learn something new that … Continue reading

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The Long Sell

I train and coach in sales, leadership, management, supervision and project management.  My sales cycle can be two years.  I have missed sales because I tried to fit customers into my sales cycle instead of understanding the ebb and flow … Continue reading

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