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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 […]

Four Qualities Of A Successful Leader

This video details the four qualities of a successful leader for sales professionals and business owners. Every business owner wants to know what it takes to be successful.  There are lots of things that contribute to business success. The qualities we are focused on today all begin with the letter “C.” Those qualities are: Confidence […]

How To Promote Yourself Without Looking Like A Jerk

In a recent video I told you to brag about your accomplishments.  If YOU don’t talk about the things you do better than anyone else, nobody else will talk about them. Here’s the video (it’s less than one minute in length). What do you do if you are uncomfortable talking about yourself? One of the […]

You’re Depressing Me

My career (after college) began as a housekeeping manager in a hotel. It is hard to find a less glamorous position. Ten-hour work days were required but twelve-hour days were the norm, and eighteen-hour days were not uncommon.  The pay was low and the responsibility was high.  We had 444 rooms in our hotel and […]

How To Create Urgency

Closing deals faster requires you create urgency. There are three ideal ways to create urgency: Appeal to self-interest Make a time-sensitive offer Inject emotion into the deal Sometimes just one of these is enough to get the deal done and sometimes you need to leverage all three of them. This video (recorded from my Facebook […]

Selling Is Helping

Selling is helping. Most people have the wrong idea about sales. They think you “show up and throw up” meaning you walk into a client’s office and make a presentation with the hope he will magically be convinced you have something he needs…right now. It is this approach and the attitude behind it that have […]