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I’ve been talking a lot about questioning skills with my clients lately and thought you might find value in these 10 thoughts! 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 … continue reading »

Finally, after mucho calls and God knows how many emails, you find yourself in a meeting with your ideal prospect. You obviously want to take control, but you don’t want to come across as controlling or manipulative. You want to learn as much as you can about their needs, but you don’t want to turn … continue reading »

In this week’s quick tip, we talk about how you can take control of your prospect meetings (without being controlling) . . .right from the word “Hello” Go ahead, I triple dog dare ya to give this a quick listen! Download this episode (right click and save) And Speaking Of Taking Control . . . … continue reading »

I can’t even begin to tell you how many people I have worked with who are slowly burning themselves out at work because they think somewhere its written that they’re supposed to. I kid you not! I know of people who are sticking around the office after 5:00 not because there’s important stuff to do … continue reading »

Sometimes a prospect goes into “non response” mode for a variety of reasons and what do we do? We get all competitive and bombard them with even more messaging. Note: Forwarding your last email to them still counts as bombarding them with more messaging. What’s an aspiring sales rock star to do? Consider the handy/dandy … continue reading »

There are many people who wait until they need something and then, and only then, can they be bothered with their social network. I believe it sends some bad messages . . . That you are shallow That you only care about YOUR agenda At the very least, you’re going to make someone scratch their head … continue reading »

I’d like for you to really ponder the title of today’s blog post . . . “You Can’t Do It On Your Own” Sometimes we allow too much to pile on our plates and then use the old “If I want it done right, I have to do it myself” excuse. Or how about when we don’t … continue reading »

A few hours ago, I sent out an email to all those who participated in a free webinar I offered last week. I wanted to share it here because it’s a message I believe you need to own! I wanted to offer a final point (actually several) on why all this “social” stuff really isn’t … continue reading »

It was right about this time back in 2008 that one of my students threw a bit of a left hook at me in the classroom. His question made me say something out loud that stunned everyone, including myself. It also forced me to face some stuff and step out of my comfort zone. It … continue reading »

As many of you know, I’m a big advocate of giving, upfront, unconditionally and without a scorecard but its important that you know that it can get complicated at times. Here are 3 things for you to ponder when it comes to “free” 1) Sometimes  you need something between free and “fork over your money”. I … continue reading »