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 option for you – gold-plated handles, mahogany, velvet… $10,000.- Do you have anything cheaper?- Yes, of course – this is Continue Reading
Side by side
I, once mentioned about the tactics of undertakers, which are based on the idea that people are not inclined to buy the most expensive item. Therefore, sales can be significantly boosted simply by placing a very expensive item next to a more expensive one. This tactic is not only present Continue Reading
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 to the pass, you see that there’s still a whole mountain range ahead of you. You descend and start climbing Continue Reading
Scam
Salespeople are always taught to speak the language of the customer, embrace their values, and place the customer at the center of the universe. This seems to be true. However, they often forget to teach how to actually do this. Perhaps it’s because the teachers themselves didn’t fully grasp what Continue Reading
Marry me!
No matter how the proposal is made—whether as a post on a blog, a billboard, a declaration of love at a family gathering, a message written in the sky by an airplane, or presenting an engagement ring on one knee, or in any other way—the groom only has a chance Continue Reading
Repel
At the request of. In the past. посте. I briefly mentioned the futility of proposing to a married woman who doesn’t know you. First, I want to add that there’s no point in making such a proposal even if you don’t know her well. Now, let me continue about business. Continue Reading
Well, about the prices…
It’s really scary when a customer asks, “Okay, how much does it cost?” before you’re sure that the timing is right for that question. The topic hasn’t been fully explored, and discussing the price won’t be received positively. However, there are even more challenging situations. Today, a really good person Continue Reading
High financial policy, or the point of indifference
(Parkinson’s Laws) Cyril N. Parkinson In high finance, there are two types of people: those who have a lot of money and those who have nothing. A millionaire knows exactly what a million is. For an applied mathematician or an economics professor (who, of course, live on a shoestring), a Continue Reading
Whose money is easier to spend?
Own or someone else’s? This question sometimes takes center stage when comparing B2B and B2C sales. Some argue that spending one’s own money is harder than spending someone else’s, which leads budget holders to make more reckless decisions. Others, however, contend that it’s actually more difficult to spend someone else’s Continue Reading
Control or Anarchy
This is a response to a request to share my opinion on CRM systems. When the question arises about what is better — complete control or total anarchy — the seemingly logical answer, “of course, complete control,” is actually completely wrong. Why? Because the answer “total anarchy” is also incorrect. Continue Reading