assumptions in sales

Assumptions in Sales: Have you ever been in a situation where someone says to you, “I have something to tell you, and you’re not going to like it?” Do you instantly go on the defensive or maybe brace yourself for bad news. In certain situations, the person might be right in their assumptions about whether…

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chef tasting cake mix

When’s the last time you got a taste of something so delicious you just had to have more? Or maybe you learned something so interesting you were enticed to find out more? One of the struggles I hear from clients over and over again is being unsure of how to pique the interest of prospects. Yet, when…

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business owners gesturing that business is open

Have you read or heard about  The Compound Effect book 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 again in my personal and professional life. Here’s how Mr. Hardy describes the concept of The Compound…

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woman minimizing misunderstanding communication by not speaking

Is there anything more frustrating than someone misinterpreting what you’ve said and taking offense to your comments? In this day and age, it’s so easy for this to happen. We communicate so much over social media, email, and text messages that we have little chance of correcting a situation before it can get blown out of…

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Don't Chicken Out, Holding Back in Sales, Savvy Selling

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 at a Business Among Moms event where the attendees asked sales related…

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Client Retention, New Clients, Customer Acquisition, Savvy Selling

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 didn’t understand why people stopped interacting with her on Facebook. When we…

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Safety, Client Interactions, Savvy Selling, Rapport, Communication

An important selling technique is knowing how to create a safe environment for your clients. Safety can come in many forms and serve multiple purposes in the selling process. Safety in the context I’m talking about is knowing how to put your clients at ease so they’re more open to hearing your message and doing…

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Thinking pattern, success, sales, Savvy Selling

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 life’s unfair. None of us are exempt from curveballs being thrown…

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Have you ever had a client who’s expressed interest in your product/service, and then they drop off the face of the earth, never to be heard from again? Do you assume they’re no longer interested? How many times do you follow up before you make the decision to move on? Recently a client expressed some…

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Asking For The Sale, Selling, Sales

Would you be surprised to learn a simple invitation may be all you need to skyrocket your sales? When you see the word invitation, you might be thinking of a beautiful envelope with a stylized print requesting your attendance for some extravagant function that shows up in your mailbox or email. That’s not actually what…

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pacing, rapport building, sales tip

When’s the last time you found yourself interacting with a client and thinking to yourself, “Geez, I wish this person was more upbeat, relaxed, friendly,…, more like me.” Last week I had the pleasure of training sales professionals in Phoenix.  One of the guys in the room shared how difficult he finds working/selling to people…

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