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Archive for the Next Steps Category

The Assumptive Close Selling Technique

The Assumptive Close Selling Technique

The Assumptive Close Selling Technique The assumptive close selling technique, have you heard of it? Do you know when to use it? How about when not to use it? There are situations where using the assumptive close technique will ruin your chances of earning the business. Understanding

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Following Up vs. Chasing Clients – The Difference

Following Up vs. Chasing Clients – The Difference

Following Up vs. Chasing Clients – The Difference Do you know the difference between following up vs. chasing clients? For those who answered, “Not sure,” you’re not alone. This is one of the questions frequently asked when talking about sales. People struggle with when and how many times

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Things You’re Wasting Money On By Giving Away

Things You’re Wasting Money On By Giving Away

Things You’re Wasting Money On By Giving Away Are you giving things away (e.g. samples, demo equipment, free sessions) as a means to build business? Do you ever wonder if you’re wasting money? Would you like to be more effective and get a better return on your

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Earning The Business – Even When They’re Already Buying Elsewhere

Earning The Business – Even When They’re Already Buying Elsewhere

Earning The Business – Even When They’re Already Buying Elsewhere Do you ever struggle with earning someone’s business because they’re already buying elsewhere? It’s unrealistic to think you won’t face competition in your industry. And even though there’s plenty of “fish in the sea,” sometimes our ideal

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What You Think Is Important Is Costing You Business

What You Think Is Important Is Costing You Business

What You Think Is Important Is Costing You Business   In the selling process, it’s easy to get caught up in what we think our client needs to know. Unfortunately, what you think is important may, in fact, be costing you business. It’s actually more important to

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Are You Fumbling The Close?

Are You Fumbling The Close?

Are You Fumbling The Close? Are you fumbling the close in the selling process? Rest assured, you’re not alone. Being proficient at closing sales is one of the most requested skills I’m asked to teach.   You can have the best product/service and you can even have

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Playing The Long Game In Sales

Playing The Long Game In Sales

Playing The Long Game In Sales When’s the last time you wanted something bad enough you were willing to put in the time and effort to make it happen? Maybe it took weeks, months or even years. Was it worth it when you finally reached your goal?

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Bringing Intensity To Relationship Selling

Bringing Intensity To Relationship Selling

Bringing Intensity To Relationship Selling When’s the last time you wondered if you should bring more intensity into your selling process? Maybe you suspect that your sales would increase if you were more aggressive. Yet bringing intensity may not be your style and therefore is too far

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The Shotgun Approach Is Old School

The Shotgun Approach Is Old School

The Shotgun Approach Is Old School The shotgun approach to selling is old school (and not in a good way). How many unsolicited emails/instant messages do you receive every day from someone you’ve never met trying to sell you something? How often do you buy from these

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There’s No Shame In This Game

There’s No Shame In This Game

There’s No Shame In This Game Shame – it’s one of those emotions that can paralyze people into inaction. When’s the last time you felt shame in your business? Was it when you were asking for the sale? Maybe it was when someone was telling you how

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What’s Stopping People From Buying

What’s Stopping People From Buying

What’s Stopping People From Buying   Do ever feel confused as to what’s stopping people from buying from you? Maybe you have the perfect solution to meet their needs and solve their problems, and yet, they still say no.   Being told no can be hard to hear.

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The Knee-Jerk “No” in Sales

The Knee-Jerk “No” in Sales

The Knee-Jerk “No” in Sales When’s the last time you had a really great idea, and when you presented it to someone, they gave you the knee-jerk “no.” A knee-jerk response is when someone gives you an immediate emotional response, and often in sales it’s a “no.”   Maybe

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Don’t Be Fooled Into Believing This

Don’t Be Fooled Into Believing This

Don’t Be Fooled Into Believing This Who in your life acts as if they are frozen in a certain time period? Maybe they’re still wearing the same clothes, have the same haircut or the same way of thinking/acting as they did 20 or even 30 years ago. It’s as

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Why Chasing Clients Doesn’t Work

Why Chasing Clients Doesn’t Work

Why Chasing Clients Doesn’t Work Do you like to be chased? For instance, if someone right now said to you, “I’m going to chase you,” would you prepare to run? And, would it be kind of fun, would you enjoy it?   In the selling process when

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Are You Penny Wise & Pound Foolish?

Are You Penny Wise & Pound Foolish?

Are You Penny Wise & Pound Foolish? Have you ever found yourself in a situation where you fully intended to buy something only to find you didn’t have enough cash on you to make the purchase and the store didn’t accept credit cards? Maybe you left the

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Little Missed Opportunities Adding Up To Hefty Losses

Little Missed Opportunities Adding Up To Hefty Losses

Little Missed Opportunities Adding Up To Hefty Losses When’s the last time you stopped and evaluated the materials you’re putting out in the world to build your business? For those of you like me, you complete something, and then you move on to the next thing. You

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The Small Gesture That Reaps Big Rewards

The Small Gesture That Reaps Big Rewards

The Small Gesture That Reaps Big Rewards Have you read or heard about the book The Compound Effect by Darren Hardy?   Years ago someone suggested I read it, and the message made so much sense that I continue to refer to the concept over and over

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Are You Causing Customer Indecision?

Are You Causing Customer Indecision?

Are You Causing Customer Indecision? When’s the last time you thought a client was ready to buy and then they didn’t? You got the dreaded response, “I’m going to wait and think about it some more.”   Did you feel frustrated and maybe a little confused. Do you

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When To Offer A Discount

When To Offer A Discount

When To Offer A Discount   How do you respond when someone asks you for a discount? Do you feel compelled to offer one or are you comfortable saying no?   Many people struggle with what to say when asked for a discount. A little over a

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Avoid Attachment When Selling

Avoid Attachment When Selling

Avoid Attachment When Selling When’s the last time you worked hard to earn a client’s business only to be told you didn’t get the deal? Were you disappointed, frustrated, or even ticked off? It sucks to work hard for someone and have them not understand the value of what you’re

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Should You List Pricing On Your Website

Should You List Pricing On Your Website

Should You List Pricing On Your Website When you visit a website looking for pricing, and it’s not listed, what do you do next? Do you fill out a request form asking for pricing or do you go back to Google and click on the next option

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This May Be The Reason You’re Not Closing Deals

This May Be The Reason You’re Not Closing Deals

This May Be The Reason You’re Not Closing More Deals When’s the last time you had a huge ah-ha moment? And when’s the last time that ah-ha moment was realizing you had a huge blind spot hindering your business? My big ah-ha moment of realizing my blind

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Never Dread Following Up Again

Never Dread Following Up Again

Never Dread Following Up Again How good are you at following up with prospects?  When you meet someone and take their business card, do you immediately reach out to them once you’re back at your office? Or are you like the rest of us and the business

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How To End A Conversation Gracefully

How To End A Conversation Gracefully

How To End A Conversation Gracefully   Have you ever found yourself in a conversation and you’re not quite sure how to end it?   Maybe you attended a networking meeting recently, and although you enjoyed the conversation, you knew it was time to move on, yet

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Don’t Be Overly Committed

Don’t Be Overly Committed

Don’t Be Overly Committed It was Albert Einstein who said, “The definition of insanity is doing something over and over again and expecting a different result.”   Have you ever met someone and you thought to yourself, “Why do they keep making the same mistake over and

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Conversation Interrupters

Conversation Interrupters

Conversation Interrupters Do you enjoy being in conversations where you get a sense that the other person has a hidden agenda? When this happens, do you keep your guard up?   Maybe you’ve been in a conversation before where you thought it was going well, and then

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Are You Doing What It Takes?

Are You Doing What It Takes?

Are You Doing What It Takes? When it comes to growing your business and specifically sales, how’s it going? Are you on track and meeting your weekly and monthly goals? For those who are rocking their sales, Congrats! You deserve recognition for your hard work and effort.

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How To Address Competition With Prospective Clients

How To Address Competition With Prospective Clients

How To Address Competition With Prospective Clients When a prospect brings up a competitor, do you ever feel frustrated or even irritated? What about when the competitor is not transparent with their offer, and it makes it look like they’re offering a better deal than you? Most

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Handing Out Business Cards Doesn’t Generate Business

Handing Out Business Cards Doesn’t Generate Business

Handing Out Business Cards Doesn’t Generate Business   Have you noticed lately people handing you multiple business cards?  Maybe its just me but this is happening more and more. These people say things like, “Here take a few business cards and hand them out to anyone else

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How Many Times Should You Follow Up With Prospects?

How Many Times Should You Follow Up With Prospects?

How Many Times Should You Follow Up With Prospects? Have you ever wondered how many times you should follow up with someone? Have you ever worried you were coming off as pushy by asking someone multiple times to do business with you? Maybe you’ve felt concerned you’d

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Don’t Be A Chicken

Don’t Be A Chicken

Don’t Be A Chicken When’s the last time you got yourself all pumped up to do something to grow your business only to chicken out at the last minute because you were worried about what other people would think of you? Recently, I was the guest speaker

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Why Not Me?

Why Not Me?

Why Not Me? What thoughts come to mind when someone says, “Why me?” or  “Why do these terrible things happen to me?” Do you agree with the person, maybe feel sorry for them? Is life being unfair and picking on them in some way? We all know

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Getting Told “No” Sucks

Getting Told “No” Sucks

Getting Told “No” Sucks It’s true; it sucks when a client you want to work with tells you “No.” Maybe you’ve worked hard to earn their business. Maybe you know your product/service is a good fit to solve their problem and meet their need. Maybe they have a large

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The #1 Mistake When Talking Price

The #1 Mistake When Talking Price

The #1 Mistake When Talking Price Talking price is one of the more common struggles my clients face. It can be uncomfortable, especially when clients ask for a discount. Learning not only what to say but how to say it is crucial to your success. In the

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Not interested. Or could it be something else?

Not interested. Or could it be something else?

Not interested. Or could it be something else? Recently a client expressed some frustration over a situation where a prospective customer scheduled a phone appointment and then didn’t answer at the scheduled time. My client left a voicemail and sent a follow-up email checking in about rescheduling

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What Goes Around…

What Goes Around…

What Goes Around… How long has it been since you either said or heard said: “What goes around comes around.” Consider this phrase and how you might use it to impact your business/sales in a positive way? For instance, let’s take referrals.  Have you ever given a

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