Author: Chip Tarver

Chip’s B2B Tip #34 – Sales in a Nutshell

Posted by Last Updated on June 14, 2017

B2B Tip #34 – Selling the Easy Way
‘Selling’ really boils down to just a very few things:

1. The right message
2. The right audience
3. The right timing

Sounds simple? Well, it is and it isn’t.

As far as I know, Dan Kennedy coined the term “Message to market match.”

That encompasses numbers 1 through 3 above.

Remember that people more often buy what they want instead of what they need. So one main challenge you have is establishing ‘the want.’

Another challenge (for me especially ) is that many people buy something on emotion – but keep it based on logic. I have a really hard time getting all emotional about selling. To me, it’s purely a logical decision.

I need (want) it or I don’t.

I’ll buy it or I won’t.

Pretty simple for me, but the pundits would say I’m an anomaly.

I already knew that …

© Chip Tarver
The B2B Relationship Pro (new) (new) (brand new)

*** Share this post with a friend – simply click
*** the little envelope right down below here.
*** They’ll thank you …

Chip’s B2B Tip #31 – Pace Your Race

Posted by Last Updated on June 14, 2017

B2B Tip #31 – Pace Yourself
Tires screaming … beads of sweat dripping into your eyes … everything around you a blur …

Does this describe you as you attempt to launch , market, or publicize your business?

Relax. Don’t worry … 😉 … be a long-distance runner instead of a sprinter. Take a hint from nature. Even the fastest of the big cats can only run super-fast for a very limited period of time.

Then they crumble into a pile to rest.

Are you in “a pile” right now? Headed for one?

Then today – relax for a change.

Enjoy the journey …

If you act desperate – you are. If you act needy – you are. People pick up on this stuff, so you’re not fooling anybody … and you’re really hurting yourself more than you’re helping.

Business takes time because relationships take time. (And all business is built on relationships before it’s built on products.)

All JVs (Joint Ventures) are all about relationships, too – not products.

So – relax today – enjoy the adventure. Keep your confidence level high.

Expect a ‘yes.’

You’ll do much better today if you’ll pace your race.

© Chip Tarver
The B2B Relationship Pro (new) (new) (brand new)

Chip’s B2B Tip #32 – Selling, Schmelling

Posted by Last Updated on June 14, 2017

B2B Tip #32 – Don’t Try to Sell Anything
If no one has ever told you this – let me be the first.

People DO NOT like to be ‘sold.’ They like ‘to buy’ stuff.

One of the fastest and most efficient ways to improve your sales is to quit trying so hard. And always remember that people buy benefits (the hole a drill makes, not the drill) – not features (it’s light and fast.)

1. They like to buy stuff – they don’t like to ‘be sold’ stuff …
2. They respond quicker to a ‘want’ than a ‘need’ …
3. They avoid pain faster than seeking pleasure most times.

So – if for no other reason than ‘testing’ – rethink your own processeses and test some new theories. See if you get different results. At least you’ll make your potential customers more comfortable as you concentrate more on them and less on yourself.

Become an Assistant Buyer – instead of a ‘Salesperson.’

Don’t try to sell anything. Help people buy it instead …

© Chip Tarver
The B2B Relationship Pro (new) (new) (brand new)

Chip’s B2B Tip #28 – Twenty-One Minutes

Posted by Last Updated on June 14, 2017

B2B Tip #28 – A Little Goes a Long Way
If you’re like many people, you waste more than 21 minutes each day just deciding what you’re going to do ‘today.’

What if you could rethink and retool those 21 minutes into a disciplined section of time that would set up and lay out the rest of your day … making your whole day more fulfilling and more profitable?

Would you do it?

What matters most is what you do day after day, consistently heading toward your goals and dreams. Each of us at times gets sidetracked. No big deal. Just get back on course.

But what if you don’t know your course?

If you’ll invest time each day in acquiring and honing leadership skills, over the long haul your assets compound like interest and you enjoy substantial growth. Your ‘course’ reveals itself to you …

Then there’s no telling what you can accomplish.

You’ll become more effective in every area of your life.

And it all starts with a small daily investment in you.

It’s OK to make mistakes. Fail fast and fail forward. Every failure gets you closer to success …

The bad part is when you do nothing, or do something and fail – and then immediately give up. As I’ve said before, you can’t lose till you quit.

Your success odds are never worse than 50/50 … something will work or it won’t. Why not try?

No matter where you are right now, you can learn new skills and new ways of thinking – and you and your leadership skills can (and will) grow.

If you want a great and helpful tool to put you on this enlightening journey, get the book “The 21 Most Important Minutes in a Leader’s Day” by John C. Maxwell (Thomas Nelson – 2000.)

It’s a life changer, to be sure …

© Chip TarverThe B2B Relationship Pro (new) (new) (brand new)