Experiences Deepen Relationships

As an individual representing a company, to your clients, you ARE the company. This is an important point, so I will restate it. The lens through which your client views your entire company is you. Here is an example: I recently needed to buy a new car for my wife to use to shuttle the […]

You Have Time to Sell

The most common excuse I hear for not developing relationships is: “I don’t have the time.” Entrepreneurs say it because they make lots of decisions and they like to feel like they are on top of things. Sales professionals say it because they are too busy wasting time trying to find shortcuts that don’t exist. […]

Add Value to Relationships with Frequency of Communication

One of the first things I ask my clients to do is initiate a regular communication schedule with their clients, prospective clients and evangelists.  This frequency of communication establishes a foundation of trust for the relationship.  This video explains this concept in detail. Video Transcript Frequency of communication builds trust, I’ve been saying that for […]

External Orientation

This coaching session discusses one of the foundational concepts in system outlined in my book The 60 Second Sale. That concept is called having an EXTERNAL ORIENTATION.  Here is the definition: External Orientation:  Placing the benefit of others as the primary objective in your interaction. Video Transcript One of the most important concepts we focus […]

Sales and the Baseball Game Test: Do You Pass?

Want to test the strength of a sales relationship? Answer this question: Would your client sit next to you during a baseball game? Just you and the client. For nine innings. Eating hot dogs. Drinking a beer or two. Having a conversation. For three hours. Does that seem like a long time? Would it be […]

Sell Your Thinking

You don’t sell a product or service. You sell a relationship. You sell your thinking.  Before someone will entertain the idea of being in a relationship with you they need to appreciate the way you approach your work. That’s why content is so important. Information you organize and share demonstrates your thinking. Here are the […]

Five Reasons Testimonials Boost Sales

You are missing out on one of the most valuable tools at your disposal. That tool: Testimonials. Every sales professional, entrepreneur, and business leader should have a system to collect testimonials and use them in their sales process.  Testimonials boost sales. That’s a fact most people don’t realize. If you aren’t currently collecting at least […]

Networking Alone is Not a Sales Strategy

You cannot build a real business on networking alone. Why? Because networking alone is not a sales strategy. During the past ten years I’ve worked with over 400 lawyers. Most know nothing about business development.  The members of this population believe “marketing” or “sales” or “business development” refers to networking. Don’t believe me? Try this: […]

Content Drives Sales

People want to work with experts. People pay to work with experts. People pay a premium to work with experts.  You’re so busy trying to get your product into the hands of everyone you meet you forget what people are actually buying. People aren’t buying a widget. They are buying a solution to their problem. […]

Stop Talking and Sell More

Stop talking and sell more. This phrase needs to be in the back of your mind at all times. You learn nothing about your prospective client when you are talking.  If you were just starting out in sales today and you wanted to learn the skills necessary to be a top producer, I could teach […]