The world of business has changed and continues to change dramatically and rapidly. Markets have grown from local to national to global. Technology no longer offers a competitive advantage, and customers have become much savvier. All of these changes and more have created an environment in which salespeople must adopt new attitudes, learn new skills, […]
Read More...Amp Up Your Sales: Powerful Strategies That Lead to Favorable Decisions
If you want to amp up your sales my best advice is to revisit your strategy, the quality of you sales questions, conversations and presentations, listen in on my conversation with best selling sales author and authority Andy Paul. You missed the live event, however, at the end of this post you will find it. […]
Read More...Expert Advice – Solve Your Prospects’ Problems & Book More Business
Successful sales presentations are always focused on your prospect’s problem, goal, or challenge – NOT on the product or the service you are offering. If a prospect believes their needs are not seen, or not of interest to you, they will never become your client. This is true for all avenues of sales and marketing. […]
Read More...Four Powerful Questions to Help You Unlock Sales
My friend and fellow speaker Andrew Sobel is a leading authority on developing and sustaining long-term client relationships. He has authored over eight acclaimed and bestselling books on the subject. Early in Andrew’s career, I was his speech coach. Now as a speaker, Andrew’s message is especially relevant to companies that need to standout in increasingly crowded markets. I always remind people, “Sales conversations are most effective […]
Read More...Expert Advice – How You Can Prevent Miscommunication
I’m looking forward to speaking at the Assessments24x7 2nd Annual Users Conference in San Diego this week! Assessments24x7 provides corporate employers, industry coaches and consultants the analytical tools to benchmark their hiring processes, boost employee productivity, and maximize performance. Understanding another person’s behavioral style is key to understanding their communication style. Dr. Tony Alessandra, an expert […]
Read More...Sales – How to Focus Your Conversations on Your Prospects
Do you think of yourself as the center of the universe? Hopefully not. Unfortunately, if we’re not thoughtful in our approach to sales conversations we can sound like we do. When it comes to sales, the word “I” can be a barrier to connecting with prospects and clients.
Read More...How to Prospect in Any Economic Climate
3. Keep in touch with your present clients more frequently. Not just asking for referrals. The better your relationship with them the more they will want to send you new prospects.
Read More...How to Increase Your Visibility, Be Seen As An Expert & Make New Contacts
Want to profit from the most effective, low-cost way to develop new business? How often have you wondered what a higher visibility in your community could do to increase sales?
Read More...We All Love A Mystery & A Good Story
I thought you might be interested in hearing about my upcoming, brilliant mystery guest. We all love mysteries, and we all love stories. Stories are often about a hero who has overcome an unbelievable obstacle, like Bob. Bob was involved in the real estate investing business and was having a pretty tough time.
Read More...It’s Not Your Client’s Job to Remember You: How to Be Unforgettable
It is not your client’s job to remember you. It is your obligation and responsibility to make sure you’re unforgettable. My clients tell me my advice is practical and easy to immediately implement. Just like this one simple, powerful, and often overlooked suggestion. This is a great action step you can take today…
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