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 […]

Be Yourself and Sell More

If you want to sell more just be yourself. There are too many people trying to be Grant Cardone or Gary Vee. Let them be them and you be you. People do business with you because they know you, like you and trust you.  If you are pretending to be someone else, they do not […]

Focus On Relationships Not Sales Transactions

The guidance you receive about selling usually focuses on sales transactions. All the training you receive is on sales tactics designed to close deals.  There is a time and place for learning all of those things. But the key to a long and profitable career in sales is focusing on relationships and not sales transactions. […]

Ask For Help With Sales

You are working hard. You are good at what you do. You know you can help people and they should be beating a path to your door. But it’s not happening and you’re not sure why. You go to networking meetings and join groups of professionals in your industry. You have lunch with people, exchange […]