142 notes tagged with "Articles"

📄 I know they need it, but somehow they're just not buying

If that happens - when you know a prospect totally needs your thing but they're just not signing up - it's probably because you're trying to…

Tagged with: #Articles, #MakingPeopleWrong, #Reactance, #Sold-vs-bought

SalesFlowCoach.app_Every-business-is-a-relationship-business_MartinStellar

Whatever people buy from you, and whatever the kind of need a buyer wants to fulfill: No purchase is ever a strictly technical transaction…

Tagged with: #Articles

📄 Foundations of a healthy business - two questions you must ask yourself

It’s the most fundamental question in any business, and yet: it’s one of the questions easiest to skip over (scary how often people have no…

Tagged with: #Articles, #Needs, #USP, #Urgency

📄 "I'm terrible at marketing". Martin calls BS

Found a message in my inbox this morning - someone asking for help, saying “I’m terrible at marketing”. I don’t buy that though. I consider…

Tagged with: #Articles, #Marketing, #Self-Talk, #Mindset

📄 "Shouldn't It Be Easier, to Build a Business...?"

Thus spoke a client a while ago: "Shouldn't building a business be easier?" This client recently gave up a successful job and career where…

Tagged with: #Articles, #Focus, #Business-Fundamentals, #Customer-interviews, #USP-Research, #USP, #Priorities, #Avatar, #Specificity, #Simplicity

📄 'I'll Bet That Hurts Like Mad' - How to create buyers by highlighting problem-cost

The thing about problems is that you'll pay for them, whether you want to or not. You either pay for keeping a problem, or you pay for…

Tagged with: #Articles, #ProblemCost, #ProblemCauses, #Problem-stack, #ProblemFinding, #PurchaseMotivators, #Questions

📄 5 Core points you have to get right if you want your business to grow

Here is a quick tip - a high-level primer - on how to make growing your business easier. It's based on the five P's, where first off, you…

Tagged with: #Articles, #Growth, #Business-Fundamentals, #StrategicDecisions

📄 A simple trick for getting results with people when things are tense

When things are tense and when an issue needs resolving between people, it's very easy to inadvertently 'push the wrong buttons', and make…

Tagged with: #Articles, #Communication, #Messaging, #LabellingEmotions, #ConflictResolution

📄 Acquiring resources vs being resourceful

It’s tempting to gather resources. Trainings, skills, education, adding powerful people to your network… videos, courses, workshops and…

Tagged with: #Articles, #Resourcefulness, #Leverage, #Resources

📄 Agendas and framing - How to start a sales conversation

When you’re starting a [ 👨‍🎓 SIBG Pt. 1.3 - The Importance of a Goto Market Strategy#^58adf0|sales conversation ] with a buyer, one of the…

Tagged with: #Articles, #SalesConversations, #SettingTheStage, #Outcomes, #Leadership, #Exploration

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