“Why” trumps “what” for the buyer Onboarding newly hired sales representatives and business development managers usually consists of product training. What it is they’re offering the market. How much it costs. How it works and how to use it. Perhaps the training would be more effective if it transpired at the customer’s place of business. [...]
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Clarke and Dawe – Understanding the GFC
Understanding the Global Financial Crisis with Clarke and Dawe and how banks behaved with money they didn’t have, loaned to people who couldn’t repay, regulated by governments who didn’t have a clue.
Ric’s Thought for Today
Yesterday I heard the dumbest thing from a person trying to sell me on a service: “Mr. Willmot, what will it take to get your business?” That is an absurd thing to ask in 2012. We are all much more aware of sales techniques like this, even if we are not salespeople ourselves. Stop the [...]
Marketing Whirlpool Project — Day 4
Today is Day 4 of the crowd-funding experiment to bring Australian business authors to the attention of mainstream global publishers via my next book: Marketing Whirlpool. Now 3½ days into the experiment we have raised $3,015 of investment funding, which is 30% of the minimum goal we have set for the project. We hope that [...]
Deja vu Obama: Nothing has changed, actually
Political promises come and go. Some political promises come and then they come again, but nothing changes. In American politics; nothing has changed in the last four years.
Ric’s Thought for Today
Personal contact is not optional. Stop e-mailing customers and prospects and waiting for their replies. Pick up the telephone and speak with people. Have breakfast with significant buyers. Meet for coffee with prospects. Have casual conversations. Handwrite personal notes of thanks. Act like a peer not a vendor — and build worthwhile relationships.
Ric’s Thought for Today
When a customer is dissatisfied, complaining, or aggravated there will be a reason. If you’re smart enough, if you care enough, if you’re willing, you can discover the cause, help the customer, resolve the problem, and prevent a recurrence. It’s an opportunity. Even if the problem is only a perceived one—by the customer—it’s an opportunity [...]
Better Business Outcomes supports Marketing Whirlpool
Thanks to Mark & Mel Jocumsen of Better Business Outcomes from Toowoomba, Queensland for their support of my Whirlpool Marketing Business Book Global Project. The support of wonderful people like Mark & Mel will enable Australian authors to be recognised as a global force and be taken much more seriously by mainstream publishing. The different [...]
Ric Willmot — New Professional Education Opportunities
Selling for Non-Salespeople Live Webinar — 27 September 2012 Pragmatic approaches to selling your services and maintaining your dignity, whilst being highly successful. Registration is $44. Click here first to get your $25 Gift Voucher free, making registration only $19. Smart Marketing Made Easy Live Webinar — 25 October 2012 Learn the acquisition sources that [...]
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Mick Cosgrove: I agree Ric. I was actually referring more to the ...
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Ric Willmot: No Kathy. I was honest in my opinions about Crean...
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Kathy Westmore: Ric are you showing your softer side there by comp...
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Scott Brown: Yes, read that study. Interesting. Should also be ...
