When creating your marketing materials…

…what language are you using?

There are basically two types of language we use – logic and emotion. Our natural tendency is to view logic as the more effective approach to decision making. Why? (more…)

Someone is training…

…and someone is being trained.

I often tell my clients that in every human interaction one person is training another how to behave. The question is do you want to be the trainer or the trainee? (more…)

Is SWOT analysis helpful in setting prices?

Or a road map to disaster?

SWOT (strengths, weaknesses, opportunities and threats) analysis is used in a variety of ways for a variety of purposes. Everything from strategy development to customer service enhancements to productivity improvement. Given it’s versatility, (more…)

If you’re discounting to retain market share…

…quoting Dr. Phil, ”How’s that workin’ for ya?”

“I can’t raise prices, the only thing that buyers care about is the price.” That’s the refrain I hear from audience after audience of business leaders today. (more…)

Why do buyers pay premium prices…