Let’s face it . . . you’re busy! You have all kinds of sales tasks that you need to complete each and every day but unfortunately . . . some of them take you away from prospecting. If you’re like many sales professionals, that can lead to inconsistent prospecting which can hurt you in (at … continue reading »
There’s a recurring question in many of the sales forums and it goes something like this “What’s a must read sales book?” I’ve watched these discussions play out pretty much the same way for the last few years and I would say that approximately 90% of the answers point to a book that is at … continue reading »
1) A good question can draw someone inward and . . . cause them to reflect, consider and even do so subconsciously through (get this) the awareness your question has created. 2) Good questioning allows you to take control of a situation . . . without being controlling! By the way, there’s a huge difference … continue reading »
Podcast Powered By Podbean Download this episode (right click and save) You’ve just finished a meeting with a prospect . . . Now What? What do you do? What are your next steps? Today . . . we’re going to go there! Here’s What You’ll Gain By Listening Today . . . A question that … continue reading »
Take a moment to reflect back on your week. Think about the things you did well and make a note of them. Think about the things you could have done better and make a note of them too. Break it down step by step and make sure your learning cap is on. When you hit … continue reading »
Sometimes we forget to keep the attitude and energy in our marriage that we embraced during the courtship. I wonder if we do the same thing with our business relationships? Always Be Courting Courtships never end . . . They continue and we must remain dedicated to the mindset. What can you do to keep … continue reading »
Podcast Powered By Podbean Download this episode (right click and save) There was a time when I had no use for the term “Personal Branding”. Truth be told, I thought it was yet another one of those “let’s beat this to death phrases” like “I’m a consultant” and “value added” until . . . I … continue reading »
Throughout the week you set appointments. Appointments with clients, prospects, coworkers, vendors but . . . The weekend rolls around and you forget to schedule the things that are most important to you. Time Out! You might be thinking that you do have things scheduled like that dinner with friends or the kid’s swim meet … continue reading »
Whenever I speak at sales conventions, I’ll ask how many people (by a show of hands) are married. Then I ask a really crazy follow up question . . . “How long does it take for two people to fall in love?” That’s when you see heads tilting and that look of “Where the hell … continue reading »
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