A Crash Course for Creating Client Criteria
If you want to shorten the time to a buying decision… Work with more of the clients you enjoy Focus your marketing efforts on the right people And save yourself a lot of time and headaches Identify...
View ArticleAre You Making It Easy to Buy Your Solution?
While my tips are about how you can be more productive in your selling efforts…I learn so much about being a good seller from the situations I have as a buyer. In buying new cell phones recently, I...
View ArticleYour Real Value Is in the Eye of the Buyer: Why What You Think Doesn’t Matter
Have you ever heard the saying, “Beauty is in the eye of the beholder?” It’s the same with value in the eye of the buyer. Buyers pay attention to the “beauty” or value that is most important to them;...
View ArticleObjections or Opportunities? Your Mindset Matters
Last summer I visited Yellowstone National Park with my family. We looked forward to hiking, seeing cool geysers, and were hopeful we’d have the opportunity to see a real grizzly bear in the wild....
View ArticleBeware of Busy Buyers: Make Your Solution Easy to Buy
“Never underestimate the laziness of buyers.” That was the advice a mentor gave me. He was someone I trusted, respected, and would take all of his suggestions and put them into play. Yet this advice...
View ArticleWant to Keep Prospects from Ghosting You? Take These 3 Actions
Do you like scary movies? If so good for you. I don’t and never have. Anything that has to do with the supernatural or extraterrestrials just freaks me out. That’s why I find it so interesting how a...
View ArticleAre Your Clients Receiving the Best “You” During This Crisis?
Greetings! Please picture yourself sitting on a really comfortable airplane seat, getting yourself all settled in as you’re excitedly thinking about the fabulous destination you’re going to and the...
View ArticleMake the Right Call Now to Win Business Later
Have you heard the saying, “People don’t care how much you know until they know how much you care?” Now is the time that we should be keeping that mantra in mind as we proactively use these next weeks...
View ArticleDitch the Pitch to Stop Prospects from Running
What’s your pitch? Or what’s your sales pitch? Those questions give me the heebie jeebies. Why? Because if we’re not on Shark Tank, they’re typically not asked from someone who is really interested in...
View ArticleWhat’s Your Mindset Around Virtual Selling?
Here’s a number to pay attention to… It’s estimated that 90% of sales conversations are happening virtually these days and that though skepticism remains, many people, more than 50% believe that this...
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Memorializing Our Heroes
A holiday weekend is ahead…and I often forget it’s not about weekend barbeques or the “official” start of summer in the Midwest… nope, it’s about our freedom. And while many of us aren’t feeling very...
View ArticlePowerful Virtual Sales Conversations: Preparing Yourself Before the Conversation
With more virtual sales conversations occurring these days than ever, what can you do to make sure that you maximize the productivity and the efficiency of your efforts in that conversation, in that...
View ArticleStrategies for Powerful, Virtual Sales Conversations: Be Smart About Your...
The virtual world is here…and it’s not going away any time soon. That’s why this series of short videos is so important. I’m sharing practical and actionable strategies for making your virtual sales...
View ArticleStrategies for Powerful, Virtual Sales Conversations: The Remote Information...
In this episode of Virtual Selling Concrete Results, I’m covering a very important topic in our sales conversations: the information exchange that needs to happen. Because whether we’re sitting...
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With Gratitude…
This time of year is a highlight for me. Everyone pauses for a bit to be grateful. To be thankful. To show appreciation. Every year I think, “With everything going on, THIS is the year I am most...
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Stop Using These 5 Wimpy Words and Close More Sales
Words are powerful. And the words we choose to use during our sales conversations can make or break the opportunity to close that sale and help that person. Our words have the power to “make” the...
View Article3 Reasons You’re Not Converting #1: Your Misuse of Time
I need to be efficient with my time. I don’t want to waste time with people that aren’t going to go anywhere. Those are two statements I hear from financial pros when they’re talking about their...
View Article3 Reasons You’re Not Converting #2: Your Misuse of Focus
In your first meeting with prospective clients, who and what are you focused on? Is your focus on the right person and the right topic to help you provide that person what they need to confidently...
View Article3 Reasons You’re Not Converting #3: Your Misuse of Connection
In this final installment of the series 3 Reasons You’re Not Converting like you should, we look at the third major reason behind a lack of conversion. And the 3rd reason, following a misuse of time...
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Do You Think Like a Winner?
Winners: people at the top of their game, successful, productive, and moving forward. Who doesn’t want to be a winner? These are the people who get respect and admiration from others. But what does it...
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