Below, you’ll find some sales related articles that cut to the heart of pressing, urgent, and costly problems that affect real businesses – like yours. These are all available free, and you’re welcome to share them with your staff, colleagues, and contacts.
After being in business for 27 years I have seen the good, the bad and the (truly) ugly when it comes to client behavior. Actions that make you feel warm and sunny, actions that make you feel sad and depressed and everything in-between. But wait, we’re all clients too, right? I mean we not only […]
I work hard, perhaps more hard than some and definitely not as hard as many, but yes, there are some long days and heavy-duty “deliverables” associated with my role and the fact that I conduct my business in New York City, one of the most competitive work environments in the world, certainly ups the ante. […]
Effective pricing is a slippery slope. You fear that you are pricing too high and then the opposite, too low. Just like Little Red Riding Hood, we want it to be “just right” but it can often come out wrong. Will I lose the business because of my fees? What if they go with the […]
Love to Love You Baby. Sing it Donna! (If you have a spare 17 minutes watch the video. I love Donna Summer singing this disco era classic!) So just imagine going into your client and singing Love to Love You Baby. You’d be cast out as certifiably insane. But really, shouldn’t you be showing your […]
I get lots of calls (or emails) from folks that start off with “I want to sell more.” Sounds simple, right—I want more business! If only it were so. I want more business, I want to sell more, seems to be a universal refrain. Sounds easy yet difficult to accomplish but let’s see here if […]
Same old, same old can be comforting. It can keep you on track and relieve the stress that comes from the unknown. It can also keep you in a rut whereby you simply never get out of that proverbial “comfort zone” thereby making same old, same old a bit of a business killer. I’m not […]
So here I am, 27 years in (as a sales consultant that is), and I am still amazed by companies that question their need for a sales consultant or trainer. Now I know that “want” a sales trainer trumps “need” a sales trainer every time, but c’mon people, there are some clear indicators that you […]
You Got To Have Friends!!! http://youtu.be/4x1R50zNV1I I have personal friends and I have clients. Some of these clients are also my friends but I make it a point to distinguish between the two for I have seen first-hand just how ugly it can be when friendship gets in the way of good business…and vice versa. […]
I’ve been a sales trainer for 27 years and have seen the good, the bad and the ugly. From clients where everyone comes to the sessions eager, ready and willing to learn to those in which the participants are negative and downright hostile, I guess you can use that tired old cliche “been there, done […]
Do you remember that old song by The Temptations (Just My Imagination, Running Away With Me)? Well, I heard it the other day and it struck a resounding chord. Ya see, sometimes I feel like I must have actually IMAGINED that a prospect was interested, that a networking contact was planning on being reciprocal, that […]
