Category: Video

You Have Time to Sell

The most common excuse I hear for not developing relationships is: “I don’t have the time.” Entrepreneurs say it because they make lots of decisions and they like to feel like they are on top of things. Sales professionals say it because they are too busy wasting time trying to find shortcuts that don’t exist. […]

Add Value to Relationships with Frequency of Communication

One of the first things I ask my clients to do is initiate a regular communication schedule with their clients, prospective clients and evangelists.  This frequency of communication establishes a foundation of trust for the relationship.  This video explains this concept in detail. Video Transcript Frequency of communication builds trust, I’ve been saying that for […]

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 […]

You Cannot Push Your Way In Anymore

Years ago, you used to be able to barge into a home or office and interrupt people and they would listen.  If you were good, and you knew the features and benefits of your product or service, you might even make a few sales because of cold calling and knocking on doors. Sales has changed. […]

Make Business Personal

You’ve heard me say it before.  People buy from those they know, like, and trust. That’s the reason you need to let people into your world and share your personality and your opinion with them. In an earlier article, I discussed the 2016 election results and I shared my thoughts with people.  The title of […]

Write Like You Speak

One of the best ways to develop new relationships is through writing articles.  Traditional sales experts call this “lead generation.” While people who reach out to you for more information about your services may LEAD to business, I hate that term. Each article you write is a conversation with the reader. You share your opinion […]

Who Wants Your Opinion?

On November 8, 2016 we had a Presidential election in the United States and many people are still talking about the result. Most people are cautious about how and with whom they share their political opinion. They have these feelings, strong feelings, about ideology or about a person running for office and they only want […]

What Costume Are You Wearing?

This article is taken from my daily live video show on Facebook on November 1, 2016.  Join us each day for more great info on relationship-based sales.   Here is the transcript of this show: Hi, everyone. Welcome to the first ever episode of this new show I’m doing on Facebook. It’s on my Facebook […]

Communication is the Foundation of Trust

Communication is the foundation of trust and trust is necessary before you can ever sell anything. Most sales professionals underestimate the power of communication. Frequency of communication builds trust. This video offers some guidance on how often you should communicate with your clients and your prospective clients. Communication is the foundation of trust and the more often […]

Simple Formula For Business Success

People often ask me for the “one thing” they can do to be successful. Unfortunately, I can’t give you just one thing that will produce business success. I can give you a guide that, if followed, will produce positive results. This is the guide for business success I share with my clients: Organization + Education […]