If you find yourself resistant to initiating sales activity. Or feel uncomfortable talking about your fees. Or find yourself trying to convince your prospect why they should hire you. Or back down from closing the business. Or are dealing with […]
As a service-based entrepreneur, your business venture is very personal. You’re taking financial risks to strike out on your own and you want it to…
As an entrepreneur, you know that it’s not always a cakewalk to run a successful business. There are a lot of moving parts. Because I talk to dozens of entrepreneurs every week, I hear my fair share of stories about […]
You know when something is sitting right in front of you and you don’t see it? Well, I had one of those V8 moments on New Year’s day while watching Gary V’s YouTube video about the “Thank You Economy”. I […]
As I created programs last year, I would set a stretch goal for the number of participants I wanted… but more often than not, I was disappointed because I didn’t reach my goal. And in some cases, a couple of […]
I don’t know how to use chopsticks. It’s not for a lack of effort, but after years of trying to learn, it’s still not pretty. Sales conversations can be the same way…
In January, I deemed 2011 “the year of yes”. So I wanted to circle back to this topic to see how you did. What did you say “yes” to? What did you say “no” to? Where did each “yes” and […]
One of the many things that makes Disney great is their commitment to underpromise and overdeliver. So what’s “unDisney” and what does it have to do with sales?
Remember the Wendy’s commercials that ran in the mid- 80s with the three old ladies… and one asking “Where’s the beef?” Besides being entertaining, here’s the brilliance of those commercials that you can apply to your sales conversations.
When you’re speaking with a potential client, it’s not about what your prospect needs. It’s about what she wants. Here’s why…
