Enthusiasm is a wonderful thing. It spurs people to go the extra mile, try things they have never done before, and it’s a major driver in innovation. However, at the same time, it can bring you unstuck when that enthusiasm is conveyed through statements which come across as hype …
One of the most consistent pieces of marketing advice you hear right across the Internet is the need to establish yourself as an Authority, someone people follow and listen to. Its use is stated in the context of the Internet, but the the reality is that authority selling is used in all streams of business, both online and offline…
When it comes to selling high level services, consulting, or high value items where sales cycles can be quite long, may involve many meetings, and often very detailed submissions, you’ve got to be able to step up a cog …
