The NFL season opened Thursday, September 7th, with the Kansas City Chiefs versus the New England Patriots. In the pregame show on NBC, they ran a clip of Patriots’ Coach Bill Belichick addressing the football team of the high school he attended as a teen. In his message, he said, “Trust is not given to you. It is … Continue reading Increase Your Value by Developing Trust
A client cancels a meeting at the last minute. A customer cancels an order you were expecting. A long-time customer is lost because a competitor has wooed them away. The unexpected happens more often than we might like, and for those of us in sales and leadership, dealing with the unexpected should be expected. Yesterday I … Continue reading How to Turn Setbacks into Opportunities
The act of seduction is not always about romance and sex; it happens in sales all the time. I remember going after a deal many years ago where the buyer was trying to seduce me into lowering my price in exchange for more business the following year. But guess what? I said no! I had fallen for … Continue reading Avoid Being Seduced by Empty Promises
If you want to differentiate yourself from the competition, you have to play your own game, not the game everyone else is playing—which is doing whatever the customer is asking to make the customer “like” you. The old saying that people do business with people they like is only true to a point. What is more true … Continue reading How to Differentiate Yourself from the Competition
When you lose a sale, whose fault is it? Is it the customer who doesn’t know what they want or need, the competition who gave the customer an offer they could not refuse, or the customer’s unwillingness to fire a long-time vendor? Or do you blame the lost sale on the most common explanation of … Continue reading How to Stop Fear from Causing You to Lose a Deal
Use your smartphone to increase sales —and I don’t just mean by dialing prospects. This two-minute video demonstrates an easy way to use your phone to do the selling for you and increase your Impact! As a Sales and Leadership expert, I assure you that the time you invest in using this tool will deliver big results.
What does your pipeline look like? What percentage of your pipeline does your biggest account represent? A few years ago I was in Sao Paulo, Brazil, doing a keynote on negotiations. During the break, a CEO of a small company that produces automobile parts approached me and complained about the purchasing agent of a major automobile … Continue reading A Win-Win: How to Eliminate Pressure and Increase Impact!
This past Saturday I cheated! I fell off my no carbohydrate diet with a trip to the bagel store. I ordered and then proceeded to one of the two cash registers to pay for my order. The first register was directly ahead of me, but customers were waiting there; the second was around a corner, and it had no … Continue reading Mining for Gold: Use Your Existing Customers to Impact! Your Prospects
A while back I had the honor of being the emcee of a two-day team-building program featuring two NFL legends, one of which was Joe Gibbs, former head coach of the Washington Redskins. In interviewing Coach Gibbs, I asked him if past behavior was a predictor of future behavior. His answer was a resounding yes! When I … Continue reading You Can’t Impact! Others Without Trust
A key executive for one of my clients passed away recently, and although I tried desperately, I could not make my travel arrangements work out properly to get to the funeral service. To make matters even worse, the morning of the funeral I realized I had forgotten to send flowers. I immediately called a florist, … Continue reading From Lost Trust to Lost Business—How to Avoid This Business Killer