Leadership & Delegation – both are needed for success!
Leadership is an Art as well as a practice and a science. Determining the mixture of how much Art to use vs. how much Science to utilize is a crucial decision in successful leadership. With all the different styles of leadership available, which one or mixture of ones is best for you? Your business? Your […]
Keep Your Current Clientele Coming Back For More
The marketplace is constantly changing — there’s no doubt about that! With the growing emergence of companies who believe that they can provide services or products better than the next guy, it’s more challenging than ever to attract and retain clientele. If you are finding your business is in need of directionality when it comes […]
Do your Prospects/Customers Speak a Different Language
Imagine walking into a room full of people and everyone in the room speaks a different language. There is a chance a few people in the room may speak the same language as you, but for the most part you will not be able to communicate effectively with most of the people on the room. […]
AM I MAKING A PROFIT?
How many of you have heard the old saying “We are going to lose money on every sale, but we will make it up in volume”. Surprisingly this is the case more often than many of us would like to admit. It’s not that we purposely set our prices below our cost. Most often it’s […]
Closing The Sale. No Pressure!!
Over many years in the sales profession I have heard from many people about why they “could not be in sales” One of the main reasons I have heard over the years is “I cannot be high pressure”. Most often they look surprised when I tell them “neither can I”. The days of high pressure […]
Buying Signals. Listen With Your Eyes!
Would it surprise you to know that, during a typical sales presentation, 7% of the message coming back to you from your prospect is in the form of words? Would you be shocked to hear that 38% of the message your prospect is conveying to you is in the tone of their voice? This means […]
5 Deadly Sins When Closing a Sale
Many of you will laugh. What follows may seem so elementary and so simple one might wonder why would a salesperson ever do any of these. The fact is I have seen experienced sales professionals make these mistakes at some very critical times in a sales process, and in most cases, they did not even […]
So You Want To Close The Sale. Not So Fast
If you have been following along with my posts you know we are moving into the home stretch here. Its getting close to Closing the Sale. Now is not the time to rush into Closing. Now is the time to mentally take a step back, and evaluate where you are, and where your prospect is […]
I OBJECT. DON’T TAKE IT PERSONALLY
If you have spent more than a day selling you have heard an objection to the product or service, you are offering. The great part about hearing objections is it means your prospect is actually listening to you. So, learning to differentiate between an objection and a condition and how to deal with both is […]
In-House or Outsource: How to Decide What’s Right for Your Business
As a business owner, you’ve probably come to realize that you can’t do it all yourself. Even if your business started out as a one-man show, customer demand may require you to expand your team. There are several routes you can take when you decide to hire someone to help meet the needs of your […]