If you’re still reading this blog, then it must do something. Beer commercials are full of it, the movies and TV push it now more than ever! It’s said that man’s greatest desire is sex, his second is food; why do you think Hooters is so popular with men? So, does sex sell? Here’s the skinny: sex does not sell, sex interrupts, sex grabs your attention for a short period of time. Then, that ad better give you some compelling information that shows value with what you’re trying to sell, and it must all tie together. This is the only way the customer can connect the ad to the image. If you can’t make the connection between the image and what you provide your client, you’ve wasted your time, energy and advertising money.

Know the importance of what business you’re in!

Last week, in Finland at the GPD conference, it was clear that Russell Ebeid (President of Guardian Glass) read my blog… During his keynote speech, his emphasis on “knowing what business you’re in” was a clear and important message on finding success in the glazing glass world. It’s nice to know someone is paying attention to the salesguy’s blog! (Just kidding – but thank you for the lead-in, Mr. Ebeid!)

Whether you install or manufacture glass products, you better know what business you’re in.

You manage what you do, you sell what you provide.

Before trying to sell anything, first and foremost you need to see the world through your client’s eyes. You need to know your clients problems, and demonstrate how your product or service solves there problem. It’s not what they’re buying, it’s the value they receive (or perceive) from your product or service.  Again, sell what you provide!

It appears that you do need more than 3 superstars and a bunch of spare players to win an NBA championship! On another note, for the first time in history, there are 2 cities celebrating this years NBA championship! Last week both Dallas and Cleveland celebrated the championship, for two different reasons…. Or were they different? Dallas wanted redemption, and Cleveland wanted revenge. Six years ago in the finals, Dallas lost to Miami after winning the first two games. Last year, Cleveland lost any hopes of a championship when LaBron James left for South Beach, in his personal quest for a, fast track-do not pass go-do not collect $200, NBA championship! “Just give me the ball out and I’ll win 6-7-8 rings! At the end of the day, you can’t just show up and expect success! You can’t depend on how great you are in order to win. You’ve got to go out and execute the task at hand!

LaBron James was in the business of expecting an NBA Championship. Dirk Nowitzki was in the business of winning an NBA Championship. They both accomplished their goals … I think Labron should reassess his goals!

Next time we’ll continue the importance of selling what you provide.