Selling Success Requires Positive Relationships

Selling is all about building positive relationships. Whenever you start a new relationship you take some risks. The biggest risk you face is that the other person will reject you. Rejection hurts. And no matter how many people love you, some will always reject you and inevitably, you’ll feel the sting of that rejection. For every […]

How To Respond To An RFP

This video addresses how to respond to an RFP. I get lots of questions on social media. If you’d like to ask me a question, you can reach out to me on Twitter or Facebook. Today I answer a question from Tom from Alabama. His question was about responding to a Request for Proposal (RFP). […]

Your Story Sells

Who you are is what connects with your prospective client.  The way you make your prospective client feel is the most important factor in sales.  Your story helps you make an emotional connection with prospective clients.  Your story sells. This spring a couple of kids showed up at my front door at dinnertime.  They looked […]

How To Create Urgency

Closing deals faster requires you create urgency. There are three ideal ways to create urgency: Appeal to self-interest Make a time-sensitive offer Inject emotion into the deal Sometimes just one of these is enough to get the deal done and sometimes you need to leverage all three of them. This video (recorded from my Facebook […]

Keep Going

Success in sales is summed up in two words: Keep going. No matter what happens keep going. The most important quality in business is persistence. Back when I worked with a large consulting firm I consulted with FORTUNE 500 companies.   Each year I would hang a list on my office wall of “future clients”.  The […]

Selling Is Helping

Selling is helping. Most people have the wrong idea about sales. They think you “show up and throw up” meaning you walk into a client’s office and make a presentation with the hope he will magically be convinced you have something he needs…right now. It is this approach and the attitude behind it that have […]

How To Sell To The CEO

Right now the CEO of a large company is lying awake, staring at the ceiling, wondering how he is going to handle a serious issue.   He wants help.  He wants to call someone who can ease his anxiety. You may never have thought about selling to the CEO, but you should. The CEO is a […]

How To Get More Clients Today

Do you want to know how to get more clients today? Of course you do. Most of my clients want a sexy new internet trick that will help them get new clients. The most successful business people I know still use lots of old fashioned strategies to attract clients and deepen relationships. Here are three […]

Boost Sales By Speaking

One of the fastest ways to boost your sales is through using speaking engagements. Here is a case study of one of my clients and his experience using public speaking to grow his sales. Many people use speaking engagements as a way to develop business.  Yet many of the folks I work with have a […]