How to sell a solution when your clients don’t know they have a problem

A couple of years ago, I received a bunch of junk mail in my mailbox and just about threw some of it out when a bold headline told me that I could save money by buying a new (more efficient) furnace. Until that point, I was happy with my furnace because it heated my house […]

What’s the “pickaxe factor” in your sales funnel?

I’m renovating my kitchen. I have a company come in and do the cabinets, the countertops, and the floors, but I do the plumbing myself. The reason? I’m a half-decent plumber (usually — there was one time when that wasn’t the case, but that’s another story) and I don’t mind the work of plumbing. Since […]