Your emotions are killing your sales opportunity. We cannot control everything in life. We plan. We prepare. We discuss. But ultimately, some things will be out of our hands. We can control how we react – in every situation. I don’t just mean physical control. I also mean emotional control. It seems impossible but our […]
My kids came home from school and asked me about 9/11. It has been 15 years and the memories are as clear in my mind as the sky that morning. Before I began to tell them about my experience, I wanted to hear what they learned. Nick (age 7) told me a factually accurate account […]
Sometimes I am my own worst enemy. Ten years ago I wrote a thesis for my Masters Degree in Strategic Communications. The hypothesis: If you make an emotional connection with clients you can increase the lifetime value of those relationships to your company. I proved the premise and used it in my role as a […]
There are three things that separate successful people from those who remain stuck in “neutral.” These three things are not taught in any school. They’re not found in a book or on a website. They’re not special techniques you can learn from a guru. These three things are personal qualities. They’re part of your behavior. […]
There are hundreds of strategies I review with my clients. If executed correctly, these strategies produce hundreds of thousands of dollars in revenue. You don’t have to agree with them. You just have to implement them. Most sales professionals think selling is about brute force. You kick in the front door and you start making […]
People ask me all the time: “What is the most important quality for sales professional?” If you’ve ever sold anything or attempted to sell anything, you know about rejection. If you have ever played a competitive sport or even a board game in your home, you know about bouncing back from a loss. If you […]
You’re doing a great job. Everyone who works with you says it. You’re working hard. You focus on the issues that are most important to your clients. You have mastery of your craft and you’re at the top of your game. So how come you can’t get out of the office on time? Why has […]
Most sales professionals don’t ask for referrals. That’s a fact. Referral selling is the easiest way to grow your business. This article is your three-step guide to attract more referrals. If you get one from a client you can get ten or twenty from them. It is the most effective form of selling. It is […]
People say I give away the keys to success. I often get chastised for sharing secrets the gurus want you to pay to receive. This week I’m going to really aggravate the gurus. I’m going to share two specific ideas that will lead to more money in your pocket. The beauty of today’s ideas: They […]
Lack of sales keeping you awake? Many sales professionals are having a hard time sleeping these days. They are worried about money. The bills are coming in quickly and the clients have disappeared. This keeps them awake at night. You are good at your craft. But no matter how many times you add the numbers […]