Buying decisions are personal

One of the challenges we have when running a business, and more importantly, when trying to make a sale – is understanding what makes our clients, buy (or not buy), run away screaming (or some such). They have their own reasons which may (or may not) relate to you and the actions you and your […]

Playing sales games

I’ve in the market for a new-to-me rig. I don’t switch rigs very often, so it’s a slow process to make sure I buy it right. I haven’t done this the normal way in over 20 years. Two of the last three were cars for new drivers, so they were cheap, cash purchases with no […]

The care and feeding of leads

Last weekend, we¬†did a little shopping for a “large recreational purchase”. We hadn’t shopped in this market before, so you wouldn’t have been surprised that I would have my radar fully unfurled to analyze all pieces of the process. While I can’t say that I was blown away, I also wasn’t substantially disappointed. Let’s talk […]