Consequence or Reward? We all have at least one thing on the personal and business side that we dread doing, but definitely needs to be done in a timely manner. For an example, on the personal side, it could be exercising. On the business side, it could be cold calling. What motivates you? Is is […]
Similar Is Not The Same A common area of resistance a potential client might approach with is saying something like: “I’ve found similar products/services on the internet that are cheaper.” So what’s the response when the customer says they’ve explored similar options for less money? The immediate response should be “similar is not the same.” […]
Close for the Follow-Up? You should never end the conversation with a Prospect before agreeing on a specific date and time for the follow-up, especially if they haven’t committed to purchase your product or service. Verify your next follow-up, then, send a meeting request for confirmation. If it’s a phone call, get their direct dial […]
Are You Taking Good Notes? Good note taking is crucial during the initial Needs Analysis for the following six reasons: It will immediately demonstrate to the person you are talking too that what they are saying is extremely important to you and that you truly care. It helps you stay focused on them and not […]
Resilience! How many of you had an opportunity to watch the Masters? We witnessed Resilience in action. Tiger Woods could have used his health issue as a reason for defeat, but he didn’t let defeat have the last word. Remember that successful people don’t just face adversity; they embrace it in seven different ways. 1. […]
It’s Not Who You Know But Who Knows You! Are you a Secret Agent for your Company? That’s the question that I always ask when I discuss the importance and the power of networking. Anytime you go outside of your business it’s an opportunity for you to develop new relationships that could become a potential […]
Features Only Justify The Price! When I’m training my course “How To Sell Value and Not Price,” I always remind participants that features only justify the price. Benefits justify the purchase. You have to make sure that you include a customized benefit with every feature that you provide. The customer will always want to know […]
Onboarding New Customers When a new employee begins his or her first day, they are placed in the company’s onboarding program for a designated period of time. So my question is, are you placing your new customers in a similar program to help ensure a smooth transition into your company? If not, why not? Onboarding […]
Just Smile Have you seen some of the TV commercials that show before and after photos? If you notice, the big difference is the lack of a smile in the first picture. Your facial expression speaks volumes when it comes to making a positive first impression, whether it’s on the phone or in person. When […]
Self-Control “You will continue to suffer if you have an emotional reaction to everything that is said to you. True power is sitting back and observing things with logic. True power is restraint. If words control you that means everyone else can control you. Breathe and allow things to pass.” – Warren Buffet
