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...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...Professional Speakers – Do You Want to Book More Business?
My friend and colleague Lois Creamer works with professional speakers who want to book more business, make more money, and avoid costly mistakes. We teamed up for a web event to help you build your professional speaking business, but our suggestions will help you in any professional services practice! Enjoy the video replay below. Lois […]
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...Your Happy Client Can Help Make Your Next Sale
My friend Joanne Black, a leading authority on referral selling, says, “Just because clients are willing to refer you doesn’t mean they will.” Join us, Wednesday, September 9, 2015, 12:00 noon PST, for a complimentary interactive virtual training to show you how to “Pack Your Pipeline with Hot Prospects.” Register and receive a replay link, even […]
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...Charisma – You Have It Too
I always say, “There’s no point in going anywhere if people don’t remember you were there.” Being memorable is key to effective networking, persuasive sales conversations, and powerful presentations. You can make yourself more memorable by building emotional connections and using “you-focused” language in all of your communications – and by cultivating your natural charisma.
Read More...Avoid These Costly Sales Presentation Mistakes
Salespeople have an awesome responsibility. Whenever they open their mouths, they are putting themselves and their entire organization on the line – taking a risk in the hope of a favorable outcome. Even the best, most experienced salespersons can benefit from the coaching and polishing of an expert coach and trainer. Here are the 12 […]
Read More...How to Be A Rainmaker
The Best Way to Open a Sales Presentation Most sales professionals begin their sales presentations by thanking their audience for the time and talking about themselves and their firm. If that’s your approach, stop. If you want to capture the attention of your prospect “I recommend every sales present start by saying something nice about […]
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