“Be authentic” has become the most tossed around and over-used cliché in the world of business and sales. Authenticity is not a sales strategy!
The crowded environment that professionals face today is intense, and it has never been more challenging to attract clients and close new business. These changes are so significant that your business won’t survive without true differentiation.
It’s no secret: the more you understand your client and customers, the more you can solve their challenges, frustrations, and problems.
One of two things is usually happening when I start working with a client on follow-up. They are either not following up at all or they are following up like is it still 1982.
Your value is infinitely more important than your price. To separate yourself from competitive options, you must establish an environment in which your prospect can clearly see the value and expertise that you provide.
The biggest business-destroying, money-depleting lie that professionals believe is that they can sell without selling. Selling without selling is NOT possible.
In all aspects of life — personal achievement, relationships, business or health — it’s the go-getters who ultimately will triumph. Successful people at the top of every profession typically share one quality — they get things done.
A thoughtful email prospecting plan is an effective way to attract clients and close more sales. Bad email prospecting will result in a complete waste of time, money and effort.
Size matters! There’s no room for a big ego in the sales process.
One of the most common questions asked of me by salespeople and business owners is, “Can you help me to get and stay motivated?”
Objections are a natural part of the selling process, and they pop up for many reasons. Objections can happen in all stages of the process and are often nothing more than problems to be solved.