Category: Uncategorized

I’ve never been a fan of the traditional coaching model where you are asked tons of questions; And provided very little of what experts refer to as “ANSWERS“. Don’t get me wrong, it’s super important to ask questions when you’re coaching someone, but; Most of the people I coach, would also like some answers, and; … continue reading »

One of the things I teach my coaching clients is to always LEVERAGE what you’ve been given, and this time of year, you’re about to be given plenty! Like what? For starters, you have many decision makers here in the U.S. who put projects on hold over the summer, for a variety of reasons ranging … continue reading »

Wouldn’t it be nice to get a few more deals across the finish line BEFORE year end? Sometimes that’s easier said than done! There are competitors and internal stakeholders whispering in your contact’s ear (both ears if they have two) There are obstacles, stalls and objections you need to overcome. so; How Do You Take … continue reading »

Whenever I chat with someone considering my one on one coaching program, I ask; “Who’s holding you accountable? Not just for the results, not just for the ‘numbers’, but for all the action items you need to get to the numbers?” Some tell me it’s their manager, but when I dig a little deeper, it … continue reading »

How do you ask a prospect for their business WITHOUT sounding like you lifted a phrase from the “Closing Phrases For Dummies” manual? I came across a technique that I’ve been using for about 15+ years and it works like a charm! Before I tell you all about it, I want to fess up and … continue reading »

If you’d like some fresh prospecting ideas that combine cold calling, email, snail mail, LinkedIn, and; If you’d like my cold calling script, voicemail templates and 50 of my best cold email templates; You’ll need to take action NOW because today is the final day of the promotion. Otherwise, here’s what you’re about to miss; … continue reading »

Tomorrow, (August 30th) is going to be a sh*t show for some of you. First, you have month end and no doubt, you’ll be trying to get every last drop of revenue in BEFORE the closing bell. Then you have the “mental checkout” that many of your clients, prospects, suspects, and dare I say; YOU … continue reading »

Our potential clients go through periods of indecision and; It’s our job to GENTLY guide them by the hand during those times! I talk a lot about using “evidence” during these times. One of the most powerful forms of evidence is the use of a sample, so your potential client can experience your solution; In … continue reading »

Apologies to all who are subscribed to my newsletter because you’re about to reread what I sent earlier today. There are 2 extremely effective things that you should be using to help expedite your deals. So in an effort to “practice what I preach” I thought I show you how I’m using them to promote my prospecting … continue reading »

Here’s a CRAZY question; If you had to choose between phone, email, or LinkedIn; What would be your preference?   No matter which one you just chose, you need to understand two really important things;   1) Your prospect doesn’t care about YOUR preference, they care about THEIRS and;   2) Don’t EVER let anyone … continue reading »