Archives for: August 21st, 2016

How to Convince People to Take Your Advice

To be great at sales you must be able to convince people to take your advice. Do people regularly ask for your opinion and then do their own thing? Are you amazed when people pay you for your advice and then immediately disregard it? Have you ever wondered why this happens? The answer lies not […]

How to Create a Culture of Sales Success

Have you ever wondered why some companies struggle just to get by while others flourish? One of my clients, Phil, was promoted to Managing Director of a medium size law firm in South Florida a little more than a year ago. His firm was heavily into representing condominium associations and real estate transactional work. Phil […]

Inside The Mind of The Client

What are your clients thinking before they make a decision to buy what you are selling? If you knew the answer to that question you would be able to influence the decision of everyone who inquired about your services. People make important decisions in predictable ways. This information is critical to your success in sales. […]

The First Sale Is To Yourself

Sitting down with a prospective client is always an interesting and exciting experience for me. I meet many sales leaders through referrals and I feel obligated (to the party who referred me) to have a conversation with everyone who is sent my way. These are not “highly qualified” prospects. Meaning that they don’t come to […]

No Time For Jerks

Most people are fundamentally good. They want the best for their family, themselves, and others. But occasionally we come across someone who is, at his core, not good. I’m not talking about the mentally ill people at the fringe of society (like someone who shoots up a movie theater full of people). I’m talking about […]

Unbury Yourself

A friend of mine introduced me to a CPA. The CPA has an impressive client list. There are several multi-millionaire athletes on the list. There are even a couple of billionaire (with a “B”) clients in his portfolio. My friend tells me the CPA has an amazing rapport with his clients and he (and his […]

Increase Sales With Communication Frequency

Increase sales with communication frequency. You don’t communicate with your clients often enough.  That’s why you don’t sell as much as you should.  This episode of The 60 Second Sales Show outlines a way you can boost sales, immediately, by increasing your frequency of communication. Here is the transcript of this episode. Hey they’re workplace […]

What Did You Sell Today?

What did you sell today? I have a profitable little habit I want to share with you. It’s a habit I picked up out of necessity. You know – the need to eat – the need to feed my kids. Every day I make it my mission to sell something to someone. I am in […]

Sales Focus: Open Your Eyes

All of us get caught up in our day-to-day activity. We react to ringing telephones, walk-in clients, and the crisis of the day. It is easy to become distracted while shuttling kids around, cleaning messes, and just keeping things together. Our daily activity and the demands we perceive have been thrust upon us become so […]

My Most Embarrassing Moment Will Help You With Sales

My most embarrassing moment will help you with sales. Men are notoriously bad at asking for directions. A man can be lost for an hour and he will grab a map from under the front seat of the car and try to figure out where he is going rather than pull into a gas station and […]