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Posts Tagged selling

5 Tips For Effective Networking

5 Tips For Effective Networking

5 Tips For Effective Networking Networking when done effectively is an excellent way to grow your business. It’s economical (in most cases) and allows you to build strong client relationships.   In order to network effectively, here are five tips you can immediately implement into your next […]

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Why Your Ideal Client Isn’t Buying From You

Why Your Ideal Client Isn’t Buying From You

Why Your Ideal Client Isn’t Buying From You When’s the last time you were frustrated because your ideal client wasn’t buying from you? Maybe you’ve spent a lot of time and money mapping out who your ideal client. Yet, that type of client still isn’t showing up […]

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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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Are You “Educating” Clients Out Of Buying?

Are You “Educating” Clients Out Of Buying?

Are You “Educating” Clients Out Of Buying?   When’s the last time you caught yourself saying, “I’m not a salesperson. I just want to educate people.”   People say this when they hear I’m a sales trainer/coach, “I’m not a salesperson, I prefer to educate people.” Most people […]

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Are You The Exception To The Rule?

Are You The Exception To The Rule?

Are You The Exception To The Rule? When’s the last time you convinced yourself that you are the exception to the rule? And more importantly, when you think of yourself as the exception, is it a positive in your life/business or is it a negative?   It’s […]

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Phrases To Avoid When Telling Stories

Phrases To Avoid When Telling Stories

Phrases To Avoid When Telling Stories   How often do you tell stories in your business?   For many people, storytelling is a key skill in the art of effective selling. Learning how and when to tell stories has been instrumental in my success over the years. It’s […]

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The Neglected Gift In Sales

The Neglected Gift In Sales

The Neglected Gift In Sales Which do you prefer, receiving a thoughtful gift or giving a gift that someone will cherish for years to come?   Maybe in the last few months, you’ve done a favor for someone that to you seemed insignificant and yet to the person […]

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Price: It’s Not What, It’s How

Price: It’s Not What, It’s How

Price: It’s Not What, It’s How You know that old saying, “It’s not what she said, it’s how she said it.”  How many times have you gotten yourself into a sticky situation by the “how” you said something?   A frequent topic clients want to discuss is […]

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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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These Are Not Your Clients

These Are Not Your Clients

These Are Not Your Clients Do you ever find yourself feeling disappointed that the important people in your life don’t take much interest in your business? Maybe when you started out you thought your friends and family would be great supporters and maybe even clients. A few […]

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A Big Mistake

A Big Mistake

A Big Mistake When you think about what you offer to your clients, do you consider yourself different from your competitors? Chances are your experience, your style and/or your approach makes you stand out from the crowd.   How do you talk about your uniqueness? Do you […]

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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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How To Create Curiosity About Your Business

How To Create Curiosity About Your Business

How To Create Curiosity About Your Business   Have you ever noticed the difference between how you call a dog vs. how you call a cat?   Many times when people call dogs, there is excitement in their tone and an almost frantic pitch to their voice, […]

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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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The Silent Credibility Killer

The Silent Credibility Killer

The Silent Credibility Killer It’s been said time and time again, people buy from people they know, like and trust. In order to build trust with clients, you need to be credible. Do you give your hard earned money to someone you don’t believe in, don’t trust, […]

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Phrases That Repel Clients

Phrases That Repel Clients

Phrases That Repel Clients Do you ever get tired of people telling you what you “should” do or what you “must” try? It’s become a popular tactic on social media, and if you’re anything like me, it’s off-putting and repelling. I worked with a client recently who […]

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A Picture Is Worth Thousands Of Dollars

A Picture Is Worth Thousands Of Dollars

A Picture Is Worth Thousands Of Dollars You’ve heard the saying, “A picture’s worth a thousand words.” Here’s a new one for you, “A picture is worth thousands of dollars.” Or at least it has been in my business, and there’s a good chance it can be […]

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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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1 More Reason To Charge For Your Services

1 More Reason To Charge For Your Services

1 More Reason To Charge For Your Services Of course, there’s the most obvious reason we charge for our services; if we gave everything away for free, we’d go out of business. Here’s one more reason not to give away your services for free; there’s little to […]

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Your Internal State May Be Costing You Clients

Your Internal State May Be Costing You Clients

Your Internal State May Be Costing You Clients Before you walk into a meeting with a prospective client, do you take a moment to collect yourself?  If not, you may be costing yourself clients. In my NLP (neuro-linguistic programming) training, we spent a lot of time focused […]

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You’ve Got The Look

You’ve Got The Look

You’ve Got The Look When’s the last time you heard this, “The eyes are the window to the soul?” What would be your guess as to how many songs have been sung about the eyes?  Here’s just a few that come to mind:  “Can’t Take My Eyes […]

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The Value Of A Favor

The Value Of A Favor

The Value Of A Favor   How many times this month have you done a favor for a client? A favor could be making an exception to your normal policies/procedures, offering a discount, tailoring a program, or doing something extra for the client. Did you specifically let […]

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When A Client Asks For A Discount

When A Client Asks For A Discount

When A Client Asks For A Discount   Discounts, Savings, Special Offers Are you a fan of a good bargain? I am, I love a good deal! Now, flip it around, when your client ask you for a discount, do you dread responding? For those thinking, “Oh, […]

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Satisfying Curiosity

Satisfying Curiosity

Satisfying Curiosity Where would you rate yourself on a scale of 1 to 10 on your level of curiosity (1 being “not curious by nature,” 10 being “I gotta know more!”)? Year’s ago, I learned a communication technique that involved using the phrase, “I’m curious.” After trying […]

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Take What’s Offered

Take What’s Offered

Take What’s Offered Have you ever had an interaction with someone where you felt compelled to share the story with others afterward? Last week, I was contacted by a sales person, and the communication between us was so interesting that I’m sharing it in hopes you find […]

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“Just Kidding”

“Just Kidding”

“Just Kidding” When someone makes a negative comment to you and then follows up with, “Just Kidding,” do you believe them?  Do you ever wonder if some part of what they said, they actually meant? I was in the audience at an event recently, and the speaker […]

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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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My Name’s Not “Dear”

My Name’s Not “Dear”

My Name’s Not “Dear” Rapport is like a bank account, you’re either making a deposit, or you are making a withdrawal in each client interaction.  Do all that you can to build up your rapport “bank” balance to keep the relationship strong and moving forward.  We all […]

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New & You

New & You

New & You Learning to do something new can be uncomfortable.  It requires change.  Most of us internally groan a little when we have to “change” something.  My long time teacher and NLP trainer use to quote, Mark Twain when talking about change, “The only person that […]

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Slinging Mud

Slinging Mud

Slinging Mud Imagine you’re thirsty.  All you can think about is a nice refreshing glass of water.  You’re craving it; you know how good it’s going taste when you get your first sip.  Now imagine someone comes along and just before you pick it up to take […]

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A Nicer Way To Ask

A Nicer Way To Ask

A Nicer Way To Ask How often do people ask you this question, “Does that make sense?” How often do you ask people, “Does that make sense?” I admit this comes out of my mouth way more often than I would like. You might be wondering why I would suggest another […]

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