Harvey’s Blog

6 Things Your Prospects Fear

Posted by on Sep 30, 2011 in Customer Relationships, Sales & Marketing, Sales Training | 0 comments

  When you approach a person with a business proposition, product or service, they evaluate every bit of information you dole out with just one question: “What’s in it for me?” If you initiated the contact, your prospect is probably cold as ice.  Not only do they think they don’t need your product or service, they don’t trust you either. Their distrust is based on six...

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Pick Your Stocks or Your Business

Posted by on Sep 26, 2011 in Business Growth, Business Valuation, Exit Strategy, Growth Strategies, Management, Selling A Business | 0 comments

Let’s say you have a choice.  You can keep your business, or you can keep your stock portfolio. Which would you choose?  The most valuable, I’m sure. What are your stocks worth today?  You check them every day, right?  Almost everyone does. What is your business worth?  You check it every month, right?  Virtually nobody does. Why is that?  Why can most business owners...

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Your Satisfied Customer Sits On A Three-legged Stool

Posted by on Sep 15, 2011 in Business Growth, Coaching, Growth Strategies, Management, Sales & Marketing | 0 comments

Picture your satisfied customer sitting on a three-legged stool.  If all three legs are the same length, your customer sits upright and comfortable.  If either leg is shorter or longer than the other, your customer will not sit comfortably, and is likely to slide off your stool and right out your front door. The three legs on a satisfied customer’s stool...

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Do New Ideas Stretch Your Mind or Give You A Headache?

Posted by on Sep 13, 2011 in Coaching, Management, Personal Development | 0 comments

Effective and creative people usually have fluid, flexible, adaptive minds. They are willing to do four things that set them apart as special people: Admit when they’re wrong. Face up to mistakes. Be flexible with new information. Cut their losses.  Admit It When You Are Wrong:  Simply say, “I was wrong.”  Many people are so concerned with being right that all their...

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Sales Tip: Identifying Your Ideal Prospect

Posted by on Sep 8, 2011 in Business Growth, Sales & Marketing, Sales Training | 0 comments

Who Is Your Ideal Prospect? Prospects are everywhere.  Theoretically, your telephone directory is full of prospects, but it doesn’t make sense to start contacting everyone in your telephone directory; they’re just suspects. How do you determine who your prospects are?  First, you define a prospect. Defining a prospect A prospect is more than a name on a list.  Names on a list are...

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Sales Tip: Become A Champion Listener

Posted by on Sep 7, 2011 in Personal Development, Sales & Marketing, Sales Training | 0 comments

When I was just starting out as an investment salesman, many years before computers and the Internet, I had a personal meeting with a prospect that proved much more valuable to me than the no-sale that resulted. My company in those days invested heavily in return postcard advertising inserts in Reader’s Digest, perhaps the most widely circulated magazine at that time.  The returned...

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Sometimes You Have To Just Bite The Bullet

Posted by on Sep 6, 2011 in Management | 0 comments

Do you know in your heart that you have a problem?  It’s a big problem, and something needs to done about it, because it is going to get bigger if left alone. Wasting time can be fatal when change is needed. Sometimes you have to just bite the bullet. Here is a three-step plan to make big changes: Stop procrastinating.  Face your problem head on. Before changing things at the...

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Is Your Business Too Dependent On You?

Posted by on Aug 24, 2011 in Business Growth, Management | 0 comments

Building a business is similar to raising children. As a parent, you should remember that your children are just passing through your life on the way to their life. At some point, you must let them go. It should be the same with your business. You should build your business with the goal of having it demand less and less of your time until the day when it no longer needs you on a...

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Profitability: The Top Line; The Bottom Line

Posted by on Aug 17, 2011 in Business Financial Planning, Business Growth, Growth Strategies, Management, Sales & Marketing, Sales Training | 0 comments

Before a business has a bottom line (profit), it must have a top line (revenue). Sales and marketing generate revenue; cost controls and performance measurements (metrics) determine the profit. In tough economic times, business owners discover that the first thing to suffer is the top line – sales.  They can cut costs and measure results until the cows come home, but they will not...

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Do You Want To Sell Your Business or Just Sell More Business?

Posted by on Aug 14, 2011 in Business Growth, Coaching, Management, Sales & Marketing, Sales Training, Selling A Business | 0 comments

I’m often asked, “Harvey, what do you do?” My answer is, “I help people sell their business, and I help people sell more business.“ That may sound strange, but it isn’t.  More than 80% of businesses cannot be sold for any price, not even by skilled business intermediaries. The main reason they cannot be sold, is their sales volume isn’t large...

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