Category Archives: Selling

Questions Are The Answer

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• 25 COMMENTS

It was a terrific question, and one that I had not anticipated. I was standing in the Price Chopper supermarket parking lot, talking to Earl, a soft-spoken, older man who had driven down from New Hampshire to consider buying our 2012 Toyota Highlander. I had just countered his offer, when he paused and asked, “If you were selling this car to a family member, what other things would you fix or tell them about before you did?” Like I said, a […] Click to read more…

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Fire Up Your Business

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• 8 COMMENTS

(Listen to this post, here.) I don’t mean to brag, but my town’s fire department has an exceptional logo:  Two axes, a ladder, and what appears to be a snake climbing a stripper pole (see photo below). It’s so wonderful in fact, that I have decided to give all my fire safety-related business to them. That’s correct.  In the unfortunate event of a fire in my home – any time of day, any day of the year – I will seek […] Click to read more…

Posted in Growing Your Business, Selling

 

Emotional Rescue

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• 22 COMMENTS

(Listen to this post, here.) Unlike many of my married, male friends, I do a fair amount of the household grocery shopping. Not because I’m so wonderful, mind you (although I am distractingly good looking). Rather, it’s because years ago, as a first-time father, I realized that a trip to the grocery store came packaged with 60 minutes of diaper-free peace and quiet. And so, all these years later, it’s still an activity I share with my wife, Linda. But, […] Click to read more…

Posted in Authenticity & Brand Consistency, Selling, Voice/Tone/Trust Building

 

Good Clients Don’t Just Happen

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• 15 COMMENTS

(Listen to this post, here.) I like to think of myself as open minded. So when my wife, Linda, suggested we purchase some “garden art” and become the sort of people who display this sort of thing, I said OK. Sure enough, just a few days later, we had installed a bronze flowery thing in our back garden (see photo). But it’s not just a flowery thing – it’s a spinning flowery thing that speeds up, slows down and rotates […] Click to read more…

Posted in Growing Your Business, Selling

 

Red State, Blue State

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• 29 COMMENTS

(Listen to this post, here.) Like you, I lie about how much TV I watch. It’s not a lot (see, I just did it again), but certainly enough that when the topic comes up I feel compelled to stress the fact that, “I don’t watch very much.” And besides, sports doesn’t really count. Or documentaries. Or shows that are more or less based on true events. That’s just learning about history. Now that we’ve gotten that out of the way, […] Click to read more…

Posted in Expert Positioning, Selling