Sales and Negotiation

Using the Negative Reverse to Relieve Sales Pressure

One of the sales techniques I find most fascinating is the negative reverse.  I have come to appreciate it as a tool that can relieve pressure in a sales conversation and help everyone get to the truth a little quicker. On top of that, it can help us approach sales from a place of service. [...]

Using the Negative Reverse to Relieve Sales Pressure2019-08-28T00:35:00-07:00

Email Marketing: The Personality Behind Your Pitch Emails

If you’re looking for advice on how to write pitch emails, there is no shortage of people out there with opinions.  Pros will give you a style and a template to follow.  Recipients and editors will make suggestions for how to tweak your copy.  Today, I want to frame this differently.  There isn’t one right [...]

Email Marketing: The Personality Behind Your Pitch Emails2019-06-13T20:41:40-07:00

5 Strong Words That Position You with Power

Last week we explored five weak words that sabotage your marketing power.  In marketing, sales, and negotiation, power dynamics play a huge role in the outcome.  The message you send with the words you choose goes a long way in positioning yourself.  This week, we will look not just at how to avoid a weak [...]

5 Strong Words That Position You with Power2019-06-25T00:41:31-07:00

5 Weak Words That Sabotage Your Marketing Power

When it comes to marketing and sales, negotiations, and relationship building in general, the words you choose to use can boost you up or cut you down.  The power dynamic of a professional relationship is a tenuous one, and using weak words has an impact on your position.  Today, we will talk about about 5 [...]

5 Weak Words That Sabotage Your Marketing Power2019-06-25T00:45:32-07:00

Master the Story Arc and Increase Your Sales

Have you ever watched a movie or read a book where you felt so invested in the trajectory of the main character that you had to see how it ended?  Did you ever feel inspired along the way?  The arc that the character took is a ride you took with them, and it made you [...]

Master the Story Arc and Increase Your Sales2019-06-25T00:59:49-07:00

The Impact of Desperation on Your Negotiations

This week, I took part in a panel discussion for women business owners, and there was a topic that came up briefly that I want to explore.  In business, we are constantly weighing out requests and opportunities and deciding what is right to pursue.  Sometimes we can fall into a trap of saying yes when [...]

The Impact of Desperation on Your Negotiations2019-06-25T01:32:00-07:00

Techniques for Making Effective Calls to Action (Part 2)

In my most recent Marketing Tip of the Week, we talked about calls to action and how to stay confident enough in your pitch to seamlessly make them (read that tip here).  Now that we know why to do it, I wanted to take this opportunity to explore HOW.  For a lot of business owners, [...]

Techniques for Making Effective Calls to Action (Part 2)2019-06-25T22:10:12-07:00

Making an Effective Call to Action (Part 1)

One of the key objectives of any business is to call your audience to action.  If you run a business – not a hobby – you need to get your audience to become clients, customers, investors, patrons, donors, or something else that involves material contribution.  This may happen in stages, and each stage requires a [...]

Making an Effective Call to Action (Part 1)2019-06-25T22:15:26-07:00

4 Body Language Signs That Your Sales Prospect Is Interested

Marketing and sales are not just functions of your business.  They are studies of human behavior.  In order to figure out which sales techniques to use, we have to learn the subtleties of all the signals our prospects are giving us.  Understanding delivery and body language often tells you more about what your prospect is [...]

4 Body Language Signs That Your Sales Prospect Is Interested2019-06-25T22:34:27-07:00

Getting More Conversions by Showing Impact to Your Audience

It is important to have goals for your business.  If you have a small business, you have sales goals.  If you have a nonprofit, you have fundraising goals.  Those goals drive you every day to find people who will support your business objectives.  But one of the biggest, most frustrating mistakes I see businesses make [...]

Getting More Conversions by Showing Impact to Your Audience2019-06-25T23:40:08-07:00