There’s a big difference between developing a strong sales relationship and being pleasant, friendly and service driven. One requires no extra time on your part, one can potentially become all time consuming. (Research, reports, diligence, follow up and so on.)…
Pain Motivates Buyers to Act A universal and timeless truth is that pain is a greater motivator than pleasure. Therefore, to compel prospects to buy from you, sell the pain. “So, what exactly is it that you sell?” This is…
Get Your Prospect's Immediate Attention With Three Easy Steps! Getting a prospect's attention is a challenge that most salespeople face - but it doesn't have to be! Use these three ways to improve your changes of getting that first meeting.…
Stop Putting Roadblocks in Your Own Way! Debt to income ratio, 80% loan to value, simple interest loan, compound loan. These are terms foreign to most people. When people do not understand where their money is going, they do not…
Are You Tough Enough To Be Vulnerable? What does it take to be truly authentic? How will your life and career change if you become fearless? Vulnerability is the path to invincibility. Discover how you can built trust and become…
Is Projecting Your Values on Buyers (Selling Like You Buy) Holding You Back? Do not sell the way you buy. Projecting your values on buyers - beliefs, assumptions, and mindset - has a detrimental effect on your sales performance and…
Eliminating these costly assumptions will enable you to make better decisions and prevent the breakdowns in communication that act as a barrier to creating desired results, such as more sales. Once this knowledge gap has been closed, you’ll experience fewer…
Although every conversation presents you with an opportunity to ask better open ended questions, draw a very clear line between a coaching session, a strategy session, a deal review, your agenda and a performance review conversation. If you continue to…
The information that a prospect wants to hear is not necessarily dependant upon the questions they ask, but more so on the questions that you ask. The only questions that you can control and ensure get addressed are the ones…
Now, for those of you who are wondering how one goes about becoming a motivational speaker, it’s pretty much the same as developing any other business. You need to develop your product and brand, presentation, sales strategy, business plan and…
When asking a prospect questions, be sure that your questions succeed in achieving the following objectives. 1. Be direct and candid with your questioning and communication. Do not be vague or tiptoe around the subject or question. Make the question clear,…
Here’s the secret to boosting your confidence today; make confidence a choice. Wait, I know what you may be thinking; it sounds too easy. It has to be more difficult than this. Well, it depends upon the foundation and…
