More about industry specifics
Let’s imagine a situation where someone is selling, say, a motorcycle. Potential buyers come, look at it, ask questions, and the seller responds. They answer professionally, with expertise, and demonstrate…
Management · Marketing · Sales
The necessity of planning
Of course, the goal is to sell as much as possible to earn as much as possible, but it’s important to understand the role of planning in sales. Planning the…
Planning is like divination.
Unless you are a clairvoyant, long-term planning is a fantasy genre for you. In reality, there are simply too many factors that we cannot foresee: market conditions, competitors, consumers, the…
The Undertaker’s Tactics in Business Planning
How does a undertaker sell his coffins? - What a tragedy, I've already been told!- Yes, that's why we're here. We need a coffin.- Oh right, I have an exclusive…
Side by side
I once mentioned the undertakers’ tactic, which is based on the fact that people are not inclined to buy the most expensive item. So you can raise sales substantially just…
The key challenge of telephone sales
When you’re hiking in the mountains, it always seems like you’re just about to reach the pass and that it will be easier from there. But when you finally get…