Genuinechris - genuinechris.com
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Optimizing Revenue 26 Aug 2013 | 07:32 am
One of my first gigs has a boss that wanted everything. I was a mortgage broker, and this dude was more content to do 3 deals a month where the client earned us $7,000…than 10 deals a month where the...
Training Wheels 20 Aug 2013 | 05:24 am
I started running and I like it. And I hate it. But the deal is was so smug, so sure of myself when I was talking to Bob a couple weeks ago. Because he runs slower (on the flat ground) than I do on...
Permission Marketing’s Dark Secret 13 Aug 2013 | 08:08 pm
There’s a problem with permission marketing. It’s this: nobody’s there to close the damn deal. Permission Marketing is mostly right it’s better, long term to win hearts and minds than it is to force...
Follow Up Matters 12 Aug 2013 | 10:24 pm
I’ve seen a couple posts on mentors, getting one, being one, and it’s been something of a theme. From Ryan. (another from him). From Ramit (and another from him). From Jason. What I’ve learned the...
How To Connect: Ante Up 1 Aug 2013 | 09:03 pm
We’re busy with connections, but if I was a coder, and if I wanted Fred Wilson’s attention it would be easy to get. Right now, he’s begging for some help: Which is yet another reason to consider swi...
There is No Spoon, There Is No Scarcity 30 Jul 2013 | 07:42 pm
I talked a little bit about objection handling earlier. It is a start. One (very) broken premise behind the current sales philosophy is that all money is good money (it’s not.) That every paying cu...
How To Overcome Objections in Sales Situations 28 Jul 2013 | 10:15 pm
One of the old-school selling ideas is ‘overcoming objections.’ The idea is this: a seller can go ‘belly to belly’ and use some sort of Jedi mind trick and ‘win’ somehow. An exchange might go like t...
Customer Service, Points of Friction and More 21 Jul 2013 | 08:17 pm
What are the points of friction in your business? Is it better to have good customer service, or to anticipate the needs of customers so they don’t get frustrated and call in? How do you find and e....
A Little Bit Obsessed 17 Jul 2013 | 07:12 pm
To be really successful somewhere, you can’t be casual about things. You have to get obsessed and out think others. It’s not about putting more listless hours in front of a spreadsheet, it’s about lo...
Results v. Process 4 Jul 2013 | 09:23 pm
It’s clear to me now that worrying about the results will create a mixed bag. Observing results, and trying to optimize the process will eventually win. The problem is that you make a lot of errors:...
