In the late 1980s, HP launched a new line of computer monitors. The product training emphasized cool, new technology called “Half-Dot-Shift” which allowed the corners of zeros to be curved versus squared. Marketing materials highlighted this amazing new innovation. Easier to read and reduced eye...
It’s been two years and many client engagements since I posted my first blog on The Five Abilities®. The concepts are the same but as always, experience enhances our communication efficiency and effectiveness. With that, I want to share an improved introduction to The Five...
A few existing and prospective clients have expressed need for a transactional sales process – A step-by-step method that motivates a prospective customer to move from “hello” to “yes” in a single phone call or face-to-face exchange....
With the ease of information access in today’s digital age, customers can learn a lot about our products and services before we make our first sales call. They comb our websites to research our offerings. They also read what our competitors, critics and customers say...
At Microsoft, in early 2001, we were preparing for the launch of the next version of Windows. The job of our sales team was to get top target companies to install and use our software six months prior to launch. This was so they could...
At SmallBusinessTalent.com, Stephen Lahey brings in the experts to share their best secrets for attracting and acquiring their ideal clients. This week, his podcast series features The Five Abilities. Hear Rick and Stephen discuss how to identify your ideal clients – and how to win...
Many people say yes, more say no, but the ones we must invest time with are those who can activate YES. Activating YES is when the decision-maker can drive the adoption and execution necessary to make your product or service successful....
