24 Weeks

Hang with me on this one…
We all have an intake process (if you dont’…email me right away!) that we use to help guide our interactions with prospects and current clients.  One of the most common questions that sales pro’s will ask is:  What parts of what I do do you NOT like/had a bad experience […]

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Recent coaching sessions with clients has led me to a realization:  You need two different kinds of value statements to experience real sucess in selling!
Often we work on value statements designed to answer the following question:  Why should I buy from you?  These value statements are key importance when it comes to closing deals.  After […]

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Dear Reader,
 Preparation is always good, as long as you eventually act.  Too often, I find salespeople spending too much time preparing and not enough time doing.
Fact:  You are not paid to research.  You, as a sales person, are paid to do research that results in your creating sales.  Consequently, there is a fine line between […]

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Simply put, if you are in any way charged with selling in your job/vocation…why not be excellent?
 To often, we look at sales as a necessary evil and not as the wonderful service to others that it IS when done well.  Everyone wants to get what they need and want and love it when someone else […]

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Vision
Planning
Details
Action Steps
Drama
Those 5 words will make or break you this year.  All 5 will happen and only 4 are needed (you guess which one we don’t want).
The only way to mitigate drama is to have the previous 4.  That way, when drama happens (and it will), you have a process to get back to success.
With […]

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“I hate/love Cold Calling!”
To the above I say:  “It’s all good.”
While I rarely cold call anymore (drop in without an appointment), I do ‘cold prospect’.  What do you mean sensei?
When you visit an area for an appointment you should always take some time to see what other opportunities might be there.  Instead of asking for […]

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First of all, Happy New Year!
 Secondly, I got to rant a bit here.  How many times have you heard the expression “He/she tried to sell me something..”?
What they are really saying is that someone tried to ‘make’ them buy something.  Selling (just like sales) is just a part of speech and is neither good nor […]

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