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Can Your Grandma Describe What You Do?

The people in your natural network must be able to sell you. That means your grandma must be able to explain what you do. Actually, it goes beyond that. Granny must be able to: Tell others what you do. Discuss the value you provide. Make a connection to you (If someone she knows has a […]

Never Dumb It Down When Selling

When it comes to language, never dumb it down when selling. Have you ever found yourself altering your language because you think people won’t understand you? Stop doing that. Why? Three reasons: Reason One: When you dumb it down when selling, you appear patronizing.  If you obviously alter your vocabulary, people will feel insulted. That […]

Tell Your Own Story

If you use publishing or public speaking to sell, you need to tell your own story.  This means do not repeat a story you heard from someone else as if it is your own.  This video provides you with three reasons why. Here is a transcript of the video: I’m putting together the content again […]

Sales: The Least You Need to Know

As a new feature in 2018, I’m going to provide you with five new sales ideas or amusing items each Friday.  I’m calling this “Five for Friday.”  It’s a creative title I know. The idea is to give you some links to good stuff I’ve created or come across during the past seven days. Here […]

About That Stupid Question

When this comes in, it will be the biggest deal you’ve ever closed. The client knew the number before you sent the paperwork over and he agreed to it.  But you need the signature before you can celebrate. Then the phone rings. It’s the boss.  “Any news?” That’s probably the worst question you can ever […]

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 […]

Sell Me Something Now

Sell Me Something NOW! That’s what I was thinking last week. It was 6PM on Thursday evening.  Our family was in the kitchen having a casual conversation. The television was on in the background and suddenly my seven-year-old son screamed: “look at the TV!” The picture had gone black. The sound was still working but […]

Your Body of Work

The Internet presents a sales professional with a significant opportunity.  This is the perfect forum to increase your visibility, demonstrate your credibility and focus prospective clients on what makes you different. Let’s look at how a website can be your best friend. Visibility Everyone can be a star of script, stage, and screen on the […]

Seven Step Guide To A Powerful Sales Message

When was the last time you gave any thought to your sales message? Have you ever delivered a sales message to an audience only to have them misinterpret your intent? Did you ever communicate something to a group, expecting them to take action, only to be disappointed with the results? These scenarios are quite common […]

How To Be A Good Liar

How To Be A Good Liar Lying is bad when you do it to hurt someone else.  But there are three specific occasions when it is perfectly acceptable to lie. That’s the topic of discussion today on the 60 Second Sales Show. Here is the transcript from this show: Hi there, everyone. Welcome to another […]