How easy is it to buy from you?

It was a fine, sunny day, warm with a breeze, and perfect for spending time outdoors.  The coffee carts were lined up along the street, right outside the park. The hero of our story decided to approach one such cart and order himself a coffee to drink while he worked outdoors for a bit.  He…

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New Course Certifications

I am delighted to have received additional certification approvals for my courses on CPDFormula, a Canadian based platform for CPA training. You can now receive CPA and HR certification credits while you learn about: How to run better meetings How to make business decisions How to create an excellent customer service experience

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Why it is time to stop selling

There is no money in sales.  No, really.  Think about it: you can sell, and sell, and sell. But at what point do you actually make money? When somebody else buys.  The money is in the action of buying, not the action of selling.  Before you build a sales plan, understand how your clients buy. …

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Best of 2020

That’s right: this is a summary post.  The best of the year from my blog posts, YouTube videos, and products.  Blog Posts The four most popular posts of the year touch on all the main topics: keeping happy and productive employees, trusting your clients, (not) offering discounts, and, of course, remote working.  The only two…

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The jargon you don’t know you are using

What jargon is jargon? When does a word go from being simply a word to being almost nonsensical? What is the tipping point from “I’m talking” to “I have stopped making much sense”? I feel so strongly about the (mis)use of jargon that I have a whole series of jargon-related posts on this website.  My…

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How to use WIIFM (what’s in it for them)

Trust your customers to know what they want.  And when you sell to other businesses, those are mainly business-related achievements.  But businesses are still run by people, and people are ultimately driven by the WIIFM urge.  Saying “what’s in it for me” conjured too many negative stereotypes, so allow me to debunk this impression right…

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What are your clients thinking about when they buy from you

The answer is: it’s not about you.  So how do your customers buy? Deciding to buy something means knowing that choice is the best option; using the money there instead of somewhere else, hoping it will be a long-term solution, considering what else has to change to accept this new product and more.  The better…

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It’s All About Service

value proposition

It has finally happened: it is 2020 and your business advantage is all about service.  Back in 2018, I spoke at Jim Moran Institute Small Business Leadership Conference. My talk was a workshop to focus attention on how customers buy, rather than how businesses sell.  The theme that year was “It’s all about the customer”.…

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Five Words to Avoid

(Photo: Gustavo Frazao/Shutterstock)

Words do not exist in isolation: words exist in context.  Consider that the English language word “recommended” is positive, whereas the Italian word “raccomandato” is an insult. The word is the same, with the same meaning, but what changes is the context (in this case, English versus Italian cultural norms).  Below are five words that…

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Effective Efficiency

We all want to be effective, and we all want to be efficient. Too often, these two qualities do not play well together.  To be more efficient, businesses cut resources and steps. Then, struggling to achieve results (i.e. seeing their effectiveness decrease), they throw money or time at the quickest fix available.  It is the…

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