Sometimes, despite your best efforts, a prospect will tell you no.  Maybe their reasons are legitimate… or maybe they’re not. So after you’ve done your best to turn their answer around, you exit respectfully and gracefully. Now what?

Until I moved to New York, it had been a good five years since I’d bought a jar of peanut butter. But when I got here, I was too busy to shop and too busy to cook so I picked […]

Is it possible that our prospects are like teenagers? If I tell my 16-year old nephew not to drink and drive, will he really understand why not?  Maybe… but will he “buy” it?  Probably not. The same goes with our […]

I was talking about sidewalk traffic with a native New Yorker the other day…because it can be a little crazy at times. People weave all over the sidewalk and it sometimes seems as if there’s absolutely no order AT ALL! […]

Before moving to New York, I made regular trips to visit my sister here. First, I was a tourist. Then progressed to being a visitor.  And now I’m a resident. Check out how this relates to sales in your business… […]

Last week I talked about the saying “confidence breeds success” and asked if it’s really “success that breeds confidence…which breeds more success”. Today I’m coming at it from another angle and that is how “preparation breeds confidence…which breeds success”. In […]

There’s a saying that confidence breeds success. I actually wonder if it’s the other way around…that success breeds confidence (which breeds more success). Let’s break it down. Confidence is having belief in your abilities. Being sure of yourself. Breed is […]

Here’s a short interview with Pat Mussieux, founder of Confidence and Courage. The recording begins about 30 seconds in…so hang in there. http://www.confidenceandcourage.com/fightingfinancialfatigue/audios/carolynherfurth.mp3

How often do you lose a sale because of an objection you can’t handle? How often do your prospects say, “I’d love to work with you but…” If this is an ongoing issue for you, check out http://thebiztruth.com/objections/