Tom Fuszard's Business Builder
Helping you and your business prosper
Salespeople, especially newer ones, tend to focus on their firm’s products, people, and other features. I know, because I spoke that way in my early days of sales with a newspaper group. Prospects, meantime, roll their eyes and wonder, “What about me?” Remember to focus on your prospect’s needs and concerns. Talk in terms of benefits … Read more
People often use can when they mean may, perhaps because they feel may sounds too formal. Each has a precise meaning, and should be used accordingly. Can indicates that you are able to perform a task. I can lift a bowling ball with my pinky finger. Use may to indicate you are permitted to engage … Read more
What is the difference between you and I? Quite possibly, the difference between a customer and a non-customer. Salespeople, especially newer ones, waste precious moments engaged in endless drivel about their firm’s products, people, and anything else that comes to mind. Prospects, meantime, roll their eyes and wonder, “What about me?” Emphasize the benefits your … Read more
Too often writers simply over-write. Sentences are long. Paragraphs are long. And the final piece—a memo, letter, or report—is much longer than it need be. Clear, concise text can be achieved through proper editing. Spend a few moments tightening your copy, and your piece will exhibit the professional flair you seek. Whoever said “less is … Read more
Fast and convenient, e-mail has become the predominant form of communication. The volume of mail generated is staggering. Each day billions of messages are sent by people around the world. Because e-mail is so easy to use, writers can be a bit careless when drafting a message. E-mail messages reflect on you and your business, so treat … Read more