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 […]
In this audio tip learn what to do when you hear the words, “I’m not sure I can afford you!” I’ll cover: The “ultimate act of sales sabotage” we are all guilty of doing. (0:50) What happens to you AND your client when you do it. (1:06) An easy way to navigate it when it […]
Do you want to beat your competition out of the gate in 2016? Do you want to keep them at bay while you shore up more business for the coming year? I want to share something that you can do that they can’t. That’s right! Your competition can’t do this and that’s the beauty of […]
At first glance you might think I’m encouraging you to pick a fight with a TSA agent and then consume copious amounts of your favorite hoppy beer while swarmed by security guards. I wouldn’t recommend any of these choices unless you enjoy spending time in an airport detention room, reflecting on your ill-guided transgressions. What […]
You have no doubt heard, read or seen stories about prospectors in olden days searching for gold. Perhaps an image of a crusty old man bent over a running brook and repeatedly examining for glitter in the bottom of his pan comes to mind. The prospector knew that he could repeat the process over and […]
You’re in the running for a big deal. It’s a great fit for your company and you’re excited about adding such a prestigious name to your client list. There’s only one catch. They want you to lower your price (rate) by 20%. Arghh!!! What do you do? Do you: A.) Lower your price to […]
As I mentioned in my last article, most people who claim to have a 95% close rate are either stretching the truth or using some slick sales language. However, your chances of a higher close rate will be greatly increased by implementing a well thought-out, well-executed Referral Partner Cultivation Process (RPCP). Again, finding the right […]
When someone says, “I have a 95% close rate!” two things probably pop into your mind. This person is either full of B.S. or is using very persuasive sales tactics to charm people into buying their product. (Think Rasputin.). Over the years, I’ve come across my fair share of these types of people, and I […]
Goal-setting seems to get so much of the glory these days–widely acclaimed as the cornerstone activity of success. Of course, naming a goal is the first step towards achieving results–and enough cannot be said for making a goal SMART (Specific, Measurable, Actionable, Realistic, Time Bound). However, as powerful as the goal-setting process might be, it […]
