Tag Archives: sales success

Will You Love Me in the Morning

We’ve all had those sales presentations where everything went right. You captivated the audience with your words, and they nodded in agreement. You left the room feeling like a rock star, confident that you’d soon have a sale. Then, the romance quickly ended when you tried to close the deal. They fell off your grid, […]

Want to Improve Your Sales Results?

Wanna improve your sales results? Sure you do. Then please tell prospects how your product or service will improve their business or personal life. Selling “features” has always been a slippery slope, not just in these Pandemic times, but since anyone began selling anything. So, do this. Use transition statements to show your prospects just […]

Why Selling Isn’t Different During Covid19

Selling now, selling then and really, it’s not all that different. The pandemic is different. It sucks. No more wasted space on that. But selling. Didn’t we always: Create solutions that could help our clients derive value, benefits and improvements. Provide creative ways to execute solutions in such a way that our clients could “afford” […]

Let’s Hear It For Routines

Let’s hear it for routines. I tend to get up each morning at the same time as I did pre-Q, read the paper, have my first cup of coffee, down that lemon water, shower and and get dressed. It’s all pretty quick and I do it early. Then I get down to business. Here’s my […]

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 […]

Starting a Business? You Need Clients!

Hello to all of the startups out there and congratulations on taking the leap to entrepreneurship. Speaking as someone that has “been there, done that” and having launched my first business 30 years ago, I can honestly say that’s it’s thrilling, rewarding and terrifying all at the same time. There’s lots of to do, lots […]

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 […]

Don’t Erode Your Personal Brand By Being Late

Today I overheard something very refreshing. A man sitting next to me was speaking to his son’s school and was informing them that his child was going to be late. The school must have asked for the reason and Dad simply said, he overslept. He didn’t say he was sick or cast the blame on […]

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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