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?
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 […]
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…
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.
My friend Carrie Greene, founder of Carrie Thru, wrote this great article that she said I could share with you. Carrie helps entrepreneurs create the systems and structures you need to help you stop spinning, get focused, make decisions, set […]
You make your recommendation to your prospect and give him your price. There’s a moment of silence a then a BIG GULP! The question is… which one of you is doing the gulping?
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?
