In my last post, I discussed the value of identifying which prospects are a good fit for your business. Like 70% of the population, Carol is a combination of two different styles. She has a social style, which is very personable, outgoing, and caring, while her professional style is ambitious, directive, and fervid. Not considering […]
Assess Before You Say Yes, Part 2 Read More »
When starting a business, professional practitioners tend to work with any (and all) people who are agreeable. This even happens when you’ve been in business for a while. Often, you say “yes” before you assess whether it’s a good fit for you. Last week I met with a prospect who is struggling to close sales.
Assess Before You Say Yes, Part 1 Read More »
To get Terrific Results,Be SPECIFIC. As part of my adventure with cancer, I need an oncologist to monitor my health condition and suggest treatment options. When my surgeon urged me to add this specialist to the team, I asked him for a recommendation and gave him just one criterion – that the person have a
Be Specific to Get Results Read More »
“Tell me a story.” When I was 4, I begged my father to read me a bedtime story. In those days, few children’s books were available, especially in our household. So my Dad selected Gulliver’s Travels. In my mind’s eye, I imagined Gulliver meeting new people, whose size and behaviors differed drastically from his. Despite
Of these qualities, which one do you value most when choosing a coach or consultant? Education.Experience.Credentials.Confidence.Competence. While each of these is important, I think it boils down to: Personality. Is it a good fit? Likewise, when your prospects are seeking the services you provide, their decision is usually based on whether they feel you are
How do you choose a coach? Read More »
Take for granted. It means: To consider to be true without evidence, assumeTo disregard or undervalue a person’s or thing’s worthTo believe as valid or correctTo treat with contempt or disrespectTo take advantage of, impose upon It’s easy to take things for granted … until something out of the ordinary occurs. In my case, it
Shelby was indignant. Her trusted friend and business colleague had crossed the line and she felt betrayed. What happened? Her administrative assistant reported receiving an email that was rude and abrasive. Without seeking clarification or inquiring about the sender’s intent, she experienced it as a personal attack. Suddenly, the issue took on mammoth proportions. Shelby
You Take Things Personally Read More »
Last week, Ray offered to introduce me to a fellow business owner in the same executive park. He had noted that the guy’s car was in the lot and assumed he was at work. So he picked up the phone and called. “Jeff, this is Ray. I have someone for you to meet. You do
Do You Bottom Line It to Succeed? Read More »
I met Carole at an educational presentation. I was chatting with another attendee when she walked into the room and momentarily paused, looking around with uncertainty. Of the six people already gathered, we were all in pairs conversing with each other. Seeing her confusion, I immediately excused myself to my partner and welcomed the newcomer.
Focused on Transaction, Not Relationship Read More »
Robert Kiyosaki, author of Rich Dad Poor Dad, and The Cashflow Quadrant said: The ability to sell is the number one skill in business. If you cannot sell, don’t bother thinking about becoming a business owner.” If you’re in private practice as a counselor, consultant, lawyer, doctor, dentist, CPA, architect, or designer, rarely do you
The Secret To Sales Success Read More »
