Tag Archives: get more sales

A Case of TMI (Too Much Information)

Cyber-introductions can be a time-efficient and effective way to bring two people together and start the networking ball rolling. When you are on the receiving end of a cyber introduction follow these simple guidelines: Don’t ignore it. Sounds crazy but there are folks that are on the receiving end of an introduction and do not […]

It’s Not Only About Sales! A Primer on Providing Professional Customer Service

In an increasingly competitive market, the difference between you and your competitors often boils down to one crucial factor – customer service. The reality is that it has been proven time and time again that a company’s success often hinges on how customers view the service provided. While it’s certainly helpful to utilize technology to […]

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Consultation or Sales Call? You Be The Judge.

For any salesperson, the objective of a sales call is to uncover a prospect’s needs, present a solution, and offer products or services if there is potential synchronicity. Many salespeople, however, disguise their request for a sales call, referring to it as a “consultation” instead, as if there is something seedy about meeting with a […]

My Overwhelmingly Depressing and Totally Exasperating Experience as a Prospect

My overwhelmingly depressing and totally exasperating experience as a prospect happened yesterday when I had the opportunity to be on the other side of the table from where I usually sit as the “sales trainer.” This particular sale attempt was being conducted over the phone and since I often train these skills it was an […]

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Time Is On Your Side

I’m sure you’re aware that we are counting down to the end of 2017. Sure there is still time to pull through some new business and perhaps up-sell some of your existing clients but for the most part things will start winding down soon enough. By now you should be able to assess whether or […]

It’s Not JUST Anything

I’m going to be just a little late I just want to pick your brain I’m just following up on an email I sent to you. Just. Frankly, the word makes me uncomfortable mostly because of what it is intended to do namely “minimize” the impact of the question or statement to which it is […]

Why Sales Training Is More Important Than Ever

If you’re a business owner I don’t have to tell you that business is tough. Faced with increased competition from companies across the street and just as easily from those that are abroad, it’s ever more difficult to get your “piece of the pie.” The Internet has made everyone a shopper and winning and retaining […]

A Lawyer & CPA Cannot Make a Business Successful. Clients Can!

As a sales consultant and trainer for the last 30 years I’ve watched many people launch new businesses. Some have succeeded, others have failed. It’s been a terrific journey and I’ve taken away many valuable ideas that I’ve been able to put to work in my own company; such is the good fortune of consultants. […]

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I’m Sorry But I Have to Start Over

I didn’t watch much of the Grammy’s last Sunday but what I saw absolutely amazed me. And made me smile. It also had me wondering if I could ever pull off something like this. In case you don’t know what “this” is and to what I refer let me summarize. Adele was doing a tribute […]

Make Your Own Luck

Some people have an inexplicable amount of good luck. Even during tough times, they’re successful in their careers, finances, and their personal lives without seemingly having to overcome the adversities that plague most of us. They don’t appear to be smarter or more talented, but they do seem to be blessed with some force of […]

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