Category: Sales Strategy

My Beautiful Disaster

In 1998 I was thrust into a role that tested my resolve. Marriott purchased a corporate housing company named ExecuStay and I was selected to run it. Corporate housing is a business that focuses on executives on temporary assignment or individuals being relocated by companies. At Marriott, our goal was to find out where these […]

How to Sell When You Need Money Quickly

How to Sell When You Need Money Quickly Hi, everybody. Welcome to the 60 Second Sale Show. I’m Dave Lorenzo. Today’s show is about the question that’s on everybody’s mind. That’s right. I’m talking to you. Today’s show is all about what to do when you need money quickly. At least, and this is absolutely […]

Seven Ways to Sell Today

You want to know what you can do today to attract more clients. I get it. There’s noting wrong with wanting specifics. Here are seven ways to sell today. The thing to remember about each of these tactics – they are cumulative – meaning the longer you do them, the more powerful they become. Seven […]

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 […]

Sell to Prospects Not Suspects

You have to know who buys your product or service.  You sell to prospects and not suspects. As a reminder: Suspects are people you suspect will buy your product. They are qualified. Prospects are people who have shown an interest in buying your product.  They are not just qualified but they have an interest in […]

Four Most Important People In Sales

Selling requires great communication. You listen to people in your target audience and you come up with solutions to their problems. In order to motivate them to take action, the your marketing message must be relevant and it must be delivered in a way that will resonate with the target audience. There are four primary […]

Speak Often Sell More

“Speak often sell more.” That is one of the first things I stress to my clients. Frequency of communication deepens relationships. Many people are afraid they will annoy their clients and prospective clients if they communicate with them too often. They ask:  “Is a weekly email newsletter too much?” Here’s how I answer that question: Think […]

The Worst Number In Sales

ONE is the worst number in sales. Yet every business owner, sales executive and professional is obsessed with it. Everybody wants that ONE great client that they can live off. To get that client, most people call me looking for the ONE way to boost their revenue or the ONE thing they should be doing […]