Are You Selling Value Proposition or Cost Benefit?

Sally recently learned the difference between value proposition and cost benefit when one of her dance students did not return this fall. Jenny had been studying at her school for two years and was ready for a more advanced level. Sally told Jenny’s mother the exciting news and penciled her in the schedule after their conversation. But Jenny dropped out. … [Read more...]

It’s National Sales Day!

Back in the 80’s, I was fortunate enough to spend the evening with an icon in the machine tool industry at our monthly association meeting. Jay was an old school, NY sales pro in his 60’s. When I saw him, I told him I liked his tie. He immediately took it off, handed it to me, and invited me to sit with him.  Jay turned to me and asked, “Do you know what day it is?” As I shrugged my shoulders he … [Read more...]

Do You Know the Truth?

A linguistics professor was lecturing to his class one day. “In English,” he said, “a double negative forms a positive. In some languages, a double negative is still a negative.  However, there is no language wherein a double positive can form a negative.” A voice from the back of the room piped, “Yeah, right.” – From the Houston Chronicle via Aristotle Bancale Words + Inflexion = Real … [Read more...]

Is Your Message a Painkiller?

The advent of summer meant baseball, beach, and crew-cuts. We sat inline in green leather chairs at the barbershop waiting for a promise that outweighed our disdain for the assembly line head shave. The insult was followed by the injury of a burning slap on the neck with the green tinted alcohol combs were cleaned in. … [Read more...]

Do You Really Give a Shit About Your Customers?

Do you care how they feel or how they are? Do you care about their future? … [Read more...]