What is missing in this picture? I titled this article “The hidden cost of doing nothing”, but it’s misleading. Because there is a third element that is missing in the story I’m going to tell you. Follow me. One of the worse prospects we can meet is the one that says: – “No thanks… price […]

Years ago I met a salesman, the classic old-fashioned sales rep. Mr. Dore was very willing to talk, explain and argue about his product. Diligent and pragmatic, he answered all questions from the customers, even the most difficult or technical ones. He used to invest a lot of time in pre-sales, but then, at a […]

When I hear people objecting for the price of a product, I cannot avoid recalling a documentary I watched some years ago on TV. A Spanish shepherd was asked by the interviewer why his cheese was so expensive. He quietly replied: “My cheese is not expensive… it’s costly”. Period. He then continued explaining that the […]

How to compromise a safe sale because you apply old sale methods that make people die laughing. I see an advertisement on Facebook: the product interests me, I know that I will buy it, and I decide to ask for information. [Lesson to learn: Facebook advertising works] In the information request form, I write my […]