Bryan Eisenberg, Professional Marketing Speaker, says storytelling is the art of engaging, educating, and getting your customer excited enough to listen to you in a chaotic environment with a wide variety to choose from. It is not used to just cut through the noise of the extensive competition but also to connect to your target […]
Ginni Rometty, the former CEO of IBM, reminds us that if you are too comfortable where you’re at, you may not be growing, and it may be time to step out of your comfort zone. Do something this week that will take you out of your comfort zone at home or at work that will perpetuate […]
Here is some wise counsel that applies to all of life. Six principles to live by when it comes to your thinking. 1. Your thoughts determine your character. 2. Don’t waste your thoughts on people who don’t value them. 3. The first person you must learn to lead is yourself. 4. Be sure your role […]
When it’s time for you to conduct your Needs Analysis, Qualifying or Discovery, throw caution to the wind. Don’t hold back on your questions. There is information that needs to be extracted that will help you determine if there is a need for your product or service. I call it, “What’s your need to know […]
This research that was conducted by ValueSelling Associates and Selling Power uncovers the mindsets, attributes, and behaviors of top-performing salespeople. 1. Communicating Value Top sales performers take a value-based selling approach that focuses on helping prospects understand the value gained from the product or service and through each interaction during the sales process. They are […]
Be Courageous! Anytime you move forward, obstacles will block your path. In sales, they are postponement, competition, price, or resistance to change. Count on it! H. G. Wells asked, “What on earth would a person do with themselves if something did not stand in their way?” What did he mean? That adversity is your friend […]
Resistance Requires Your Persistence! Are you currently having trouble reconnecting with someone? It may be because you are not being pleasantly persistent. The tendency is to either make one or two calls and give up or call every couple of days. That’s not being persistent. When you make your initial call and get a voicemail, […]
Tomorrow’s Success Depends on Today’s Preparation! How much time are you spending every week preparing and practicing what you do for a living? I have always subscribed to the 5 P’s: Preparation and Practice Provide Peak Performance. Your success in 2022 will depend on how much time you set aside for preparation and practice. When […]
Procrastination is the Enemy of Progress I’m not sure who said this but they are absolutely correct. How many times have you heard the prospect say, “Let me think about it?” Your response should never be, “when should I get back to you?” You have three options to identify the real reason for not moving […]
Be Tenacious The dividing line between winning and losing a sale isn’t always talent; it’s tenacity. Being tenacious, not pushy means this: (1) Giving it everything you have, not more than you have. That means giving 100% – not more, and certainly not less. (2) Working with determination instead of waiting on destiny. That means […]
Follow Us!