Resources

Brand Yourself

“Pragmatic Sales Psychology” short episode series, writing #8”     How important is a brand? How important is the public’s perception of a company or a product? What emotions do they emit and how important are those feelings to the buying process? Interbrand ranks the top ten brands, globally, like this: Apple, Amazon, Microsoft, Google, Samsung (we’re

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The Value of Exceptional Service

“Pragmatic Sales Psychology” short episode series, writing #6”  In Southernese,” It ain’t what you get, it’s what you keep that counts” is a very pragmatic statement when addressing the topic of retention. Maintenance agreements, repeat customers, referrals, trade-ins, trade-ups and upgrades are all very positive and desirable terms and experiences.  How many times after you

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What Are You Really Selling?

“Pragmatic Sales Psychology” short episode series, writing #5”  “People don’t buy a thing, they buy what a thing does for them.” I’ve been saying this for years and went online to see who I learned it from and couldn’t find it quoted by anyone of note. Since I couldn’t find where anyone of note was

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Sell Confidence First

“Pragmatic Sales Psychology” short episode series, writing #4”  Regardless of what you are selling, be it a service or goods, it should not be what you sell first. ?????? Is this guy for real? Why would I want to sell something first and not get to the point? Why? Because if you sell confidence first

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Lead by Inspiration, not Intimidation

“Pragmatic Sales Psychology” short episode series, writing #3”  There are many different ways to teach, coach and mentor. There are as many techniques as there are personalities and character types. They do however, fall into two basic categories: a culture of quotas enforced by strict regulations and expectations, viewed under critical oversight and encounters or

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Hitting Curve Balls

“Pragmatic Sales Psychology” short episode series, writing #1”    Life is an amazingly unpredictable experience; no one can argue that statement. We live through a collection of unexpected experiences in our personal, national, economic and businesses lives. If you are always expecting and striving for life to be “placid” like a lake on a calm day,

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