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.
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
Some people think the big idea will always remain unattainable—and for those people, it will. But as a Sales and Leadership expert, I promise you that big ideas are meant for implementation. Here are five tips for creating your own big idea to Impact! your markets and achieve exponential results: Create a Vision—Before calling on … Continue reading Five Tips for ImpactING Your Market with a Big Idea
It’s easy to spot a big idea because it’s usually followed by the thought that it will never happen. In The Science of Getting Rich, published in 1910 (find the free e-book online), Wallace Wattles examines what separates those who make it big from those who always seem to fall short of their goals. According … Continue reading Using the Big Idea to Impact! Your Markets
What are you avoiding today? Avoidance played a big part in my failure to write last week’s blog. You see, I was busy with client work, and there was the holiday weekend, and I had writer’s block… and yes, I am making excuses. Usually, I get motivated by the big idea, and when I don’t have a … Continue reading Avoidance—What Keeps You from Success?
Have you ever heard successful salespeople say they do very little marketing yet business just comes to them? Everyone wants to increase sales and impact their markets, but not everyone has uncovered the key to making that happen: calling on the right customers. The old axiom “You can’t be everything to everyone” is as true … Continue reading How to Increase Velocity and Sales with Less Effort