What do you do when you’re having a sales conversation with a prospect who: you know isn’t your ideal client you know you’re not the right solution to help solve their problem The answer is quite simple, but not always […]
When I was at THRIVE Business a couple of weeks ago, I played a little game with my wicked smart colleagues, Matthew Goldfarb and Re Perez. Being a brand strategist, Re posed the challenge of summing up, in three words, […]
Do you ever get on such a roll when you’re trying to make your point that you don’t even know what’s coming out of your mouth sometimes?
When is the last time you went to an out-of-town event? When is the last time you booked an airplane ticket and hotel room, made arrangements with your spouse and neighbours to ferry the kids around, packed your bags… and […]
As I reflect on what I love so much about being an entrepreneur, I realize that my reasons for choosing business ownership 10 years ago over a job…are the same reasons I have for staying self-employed. That’s because it boils down […]
We all have stories. We each have a story around money. A story around relationships. Family. Friends. Fitness. Diet. Stories around what we do… or don’t do with our time. And we have stories around selling…
You’ve heard the saying, “when you assume, you make an ass out of you and me.” This can happen in selling too.
One thing can make or break your business. And I’m going to surprise you by saying, it’s not “sales.” It’s what leads to sales: It’s relationships. I call it: Client Chemistry… which sums up the “Know, Like and Trust” factor.
Nobody notices a good toupee. Only a bad one. The same goes for salespeople. Bad salespeople are easy to spot.
Sometimes you’ll run into a prospect who doesn’t have a set budget but wants you to tell them about your packages and pricing up front.
Then they get scared off if you tell them without understanding your value.
This can be a huge time waster for you so you must find a way to handle it effectively.
