Blog

Today’s blog post is actually a blast from the past that I thought needed to be reemphasized. So I go to the bank the other day and made one of those deposits that makes you feel like you entered the bank to the tune of heavenly harps or in my case Hendrix doing the Star … continue reading »

Have you every been “pigeonholed” by your customers? We become “pigeonholed” whenever a customer labels us the person they go to for one thing but meanwhile we offer many other things they are buying from someone else. The reasons for this can vary but more often than not, it’s a simple awareness thing. This can … continue reading »

When it comes to prospecting, most of us are well intentioned but fail in the “prospecting consistently” department. I believe this hurts us in a variety of ways . . . First, you fail to get a place on your prospects radar screen because you haven’t been “showing up” You create an unnecessary “Who the … continue reading »

Take a few minutes today and reflect back on last week. Commit to writing all the thank you cards that you didn’t get to. Not only will you display superior jedi skills to the recipient . . . You will have taken an informal inventory of some things to be grateful for and; That’s a … continue reading »

For almost 5 years now, I’ve encouraged my readers to embrace social networking, blogging, content creation and a variety of tools that comprise the “Social Selling” tool set. Quite frankly, I’m starting to worry! I’m starting to worry because there are way too many people who allow their prospects and clients to live exclusively on … continue reading »

And for my encore question . . . What will rob you of 2.1 hours today? Unfortunately, these aren’t random numbers. That crazy “56 times” thing is the amount of times, on average, we are interrupted from what we are doing each day! It’s based on an article written by Wendy Cole for Time Magazine. The … continue reading »

There are moments in our lives that become etched into eternal memory. No time, space or circumstance removes the feeling and the intensity that something has in fact touched our soul. It was on this day in 2001 that I could see the twin towers in the distance burning as I tried frantically to call … continue reading »

Whether a prospect/client says it to your face, behind your back or simply thinks it, your offering is subject to . . . How is this better? What’s the difference between this and your competitor’s offering? What’s the difference between this and simply doing nothing? And perhaps even a “So what?” or three! What’s an aspiring … continue reading »

During our last free sales lesson we discussed how our biggest competitor is no long anyone else who sells the widget we’re selling; it’s everything else that competes for our prospect’s/client’s attention. This week, we’re going to expand on a really important thing when it comes to getting (and keeping) someone’s attention; Our ability to … continue reading »

Just the mere fact that we refer to an assistant as a “gatekeeper” pre supposes a negative dynamic. One where we need to go around, go over and in some cases; plow through! Not sure if that lends itself to a collaborative relationship! Here’s something else to think about: Our first, continuing and lasting impression … continue reading »