Intuition is real — even for professionals. Those gut feelings are warning signs that some prospects might not be worth your time. Take Donald, for example. He ignored his intuition when meeting Rachel. Despite an initial pleasant conversation, something felt off. However, happy for having a prospect, he proceeded to offer a free consultation to […]
Intuition: Your Selling SuperPower Read More »
Which do you prefer: To read this message or watch it? In the last two weeks, three prospects told me, “I feel like I already know you.” Two of these people are now my clients. It was easy for them to say, “Yes!” Why? Because I shared my podcast series, Client Builderz. Why does audio
Before GPS and navigation systems, travelers used the North Star to guide their journeys across unknown terrains. Sales too is a journey. You begin at a familiar starting point—you’ve honed your skills, earned your credentials, and launched your business with a sense of purpose. You envision your destination clearly—securing clients, sharing your expertise, and achieving
Journey to Your North Star Read More »
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 »
“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
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 »
Does gender impact closing rates? According to Chelsea Irwin, Director of Marketing, Branding & Content Creation for Golden Web Marketing & Golden Mailer, it does. She recently posted a message in LinkedIn which said: “As a Marketing Director, I use a program that records incoming calls and allows me to listen to the sales reps
Who’s Better at Sales: Men or Women? Read More »
