It goes without saying that we, as consumers, are constantly looking to purchase items that are unique and of value, i.e. have meaning and relevance, and will be useful to us in some way. You’re probably thinking I’m referring to your products or services, but how about the personal expertise you possess regarding the consumers […]
Rarely does a company, for no reason in particular, decide to push itself beyond its own status quo and take an innovative leap. Implementing a complicated new technology, for example, or expanding into a new market, or adding a revolutionary new product–all require huge learning curves and hours of training, and these changes are rarely […]
Getting too gabby during a business meeting is a cardinal sin in any industry—and all the more true in the context of sales. Excessive blabbing leaves your prospects feeling like they’ve not been heard, that their needs are unimportant to you, and that they’re being railroaded by a used car salesman. In an effort to […]
We’ve all been taught somewhere along the line that sales is a numbers game, particularly when it comes to dialing for dollars or cold calling. The premise is that if we make lots of calls, we’ll be able to get in front of enough decision makers to hit or exceed our quotas. And while this […]
I’ve learned not to be surprised. In fact, when I’m meeting with a group of executives or business development experts, the one thing I think that they should have mastered is rarely the case. This was certainly my experience when I was presenting to a group of legal professionals last week. I decided to start […]
Are you ready to play in the major league? Do you have what it takes to outshine your competition and secure major deals with huge clients? The rules of the sales game have shifted, particularly when it comes to landing the “Big Kahuna.” When it comes to getting a large sale, what you bring to […]
Earlier this week, I had conversation with a good friend, Dr. Jake Mazulewicz, owner of JMA Human Error Solutions and The JMA Training Method. We were trying to determine how many touches (interactions with a prospective client) are required before he or she would purchase from you. Our talk was sparked by a recent comment […]
What makes a prospective customer choose your product or service rather than going with some other company? Do you imagine it’s the great customer service you provide? Is it the wonderful relationship your sales rep establishes? Of course, these positive features will influence a prospective customer’s decision, but there is another aspect of your business […]
I recently gave a talk entitled “How to shave 5 hours off your work week” for a local networking group in Richmond, VA. The audience, consisting primarily of entrepreneurs and sales folks, was eager to learn how to squeeze more time out of their day. Feeding off the enthusiasm in the room, I was primed […]
We all know that there are things we can do everyday to be performing better. Sometimes, however, it’s hard to do them. Here are five random thoughts and what you can do to make big changes this year. Thought #1 Modern-day distractions can keep us from really connecting with each other. We are losing the […]
