Starbucks and sales: why price doesn’t matter as much as you think

In most places, and certainly where I live in Budapest, Starbucks coffee costs more than very similar coffee sold in places that are very close to Starbucks. In spite of this, people still seem to go to Starbucks. If you are a salesperson who gets weak in the knees at a price objections, you should…

Continue Reading →

Paid for promises

I got a text message a few weeks ago that reminded me of a basic fact of my existence, and the existence of most everyone involved in sales and marketing of any kind. We get paid for our promises. This specific text message was nothing special. It was from my bank – an alert that…

Continue Reading →

Sales wisdom from my 6-year old daughter’s tennis lesson

Last week I wrote about sales wisdom from my 8-year old son’s tennis lesson. This week I will write about an extension of that lesson from my daughter and her early pursuit of tennis excellence. Now for all of you parents, this is not (just) about being fair and writing the same number of blog…

Continue Reading →

Sales wisdom from my 8-year old son’s tennis lesson

I won’t be one of those fathers who uses his seemingly professional blog to write about his kids, but last week my son illustrated a lesson about learning that is worth using as a metaphor for the power of incremental improvement. So my 8-year old son has been taking tennis lessons with a small group…

Continue Reading →