Blog

There are now approximately 2.8 billion social networking accounts worldwide and that number will grow to over 4.3 billion within the next few years. There are over 250 million blogs worldwide as of 2014 and . . . There are over 100 hours of video being uploaded to YouTube every SECOND! Talk about useless info, … continue reading »

My message going into a holiday week is simple . . . Don’t be challenged by holidays, LEVERAGE THEM!!! There are 3 absolutely awesome opportunities going into a holiday week, that many of your competitors are going to miss. And sadly, you might miss them too, if all you do is consume today’s blog post … continue reading »

One way to seriously limit your opportunities, is to limit your efforts to doing what everyone else is doing. Said another way . . . Consider doing the OPPOSITE of What Your Competitors Are Doing. Example; There’s an old sales axiom that invites us to “Go where the money is”. That’s sound advice, and by … continue reading »

There are things that jump out at us in sales and yet, we choose to leave well enough alone. Sometimes we avoid the subject because we don’t want to jeopardize the sale, hurt feelings or who knows, incite a riot but . . . You’re doing your prospect/client a disservice when you avoid the “elephant … continue reading »

From the beginning of time, we were taught that we have to uncover the “pain”. So, being the good, law abiding, aspiring sales rock stars, that we are, we put all this artillery fire on searching for “pain”; That may or may not be there! I see  two flaws to this logic. 1)   If there … continue reading »

Want to do something that will generate mucho benefits? Ask for a tour when you meet with prospects! Why? 1) You Create Additional Energy! Energy is a really good thing in a meeting because it helps create emotion and emotion is pretty AWESOME  because it’s the first step towards getting someone off the fence of … continue reading »

When you really think about it, there’s a lot riding on the planning we do, prior to meetings, conference calls, Webex, etc. With proper planning, we can . . . Have a thorough understanding so we can; Ask better questions to gain an even more thorough understanding Prepare more meaningful talking points based on that understanding … continue reading »

Beyond giving us valuable information . . . 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 … continue reading »

The questions we ask can make or break the deal. Execute properly and you pave the way for a higher probability sale. Execute poorly and you disconnect! Here are several of the mistakes you need to avoid, at all cost! 1)    Failure to establish the proper environment. This includes everything from not having enough time, to … continue reading »

I have one of the toughest crowds to sell to! At the decision making level, you have many who feel . . . 1) That sales training is a waste of time and money 2) That most sales trainers are displaced sales people. You know, the old, “Those who can, do; those who can’t, teach” … continue reading »