We all know that “people buy people.” The quality of the relationship you have with your customers is the #1 differentiator in customer creation, cultivation and retention-given you’re price-competitive and provide quality products and services. This doesn’t mean we have to be best friends either-just that you establish relationships with your buyers built on trust, reliability, integrity, maturity and ethics.

In today’s harried business climate, presenters have to cut through the clutter and make their point fast or they are toast. Period. You have about 5 minutes to manage audience attention and another 15 minutes to do the job. Beat the clock and you’ll win more than your share. Ramble on and you die.

Selling cycles can be lengthy, especially when selling a service vs. a product. Why? Because people buy people when they purchase a service. Marketing experts all agree that selling yourself takes time, trust and even a little telepathy. Many salespersons become frustrated when the prospect doesn’t buy after two or three contacts. What should they know?

That magic moment finally arrives. You’re at a meeting, convention, dinner, and the question comes: So what is it that your company specializes in?..or, how do you feel you could help me?…or, whatcha got that can help me? You have 20-30 seconds to make it or break it. Whatcha gonna do?