Posts Tagged ‘training’
How to Effectively Communicate a Price Increase
Wondering how to communicate a price increase to your client base? Nikki discusses a few indicators that should tell you it’s time for a price increase in your business. Then, she explains a few different ways you can go about these price increases while keeping your clients happy. We all get nervous to take the…Read More
Earning 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 client is buying from our competitor. It’s in these instances where you’ll need a strategy to attract your…Read More
The Invite: Are You Missing A Step?
As a kid, did you ever try to jump up as many steps as you could at one time? Were you able to jump up 2 or even 3 steps? Maybe you got a group of friends together and you all tried to out-do the person before you. How successful were you? What would happen if…Read More
How To Win Over Skeptical Clients
When you read or hear about a new program that is promising never before seen results, are you skeptical? “Make Six Figures in Six Weeks” or “Lose 50 lbs. in 5 days” – Many of us know when it sounds too good to be true, it’s usually too good to be true. The result of…Read More
Do This First – The Sales Will Come
Have you ever met someone and instantly thought to yourself, this person is only interested in selling me something? If you’re like me, that is an instant turn off, and usually, I want to get out of that conversation as fast as possible. Too many people are approaching sales as if the only thing that…Read More
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 of us get frustrated in these situations. It’s common to want to point out all…Read More
Slow Down When Presenting
Have you ever found yourself in the audience with a speaker teaching you something and talking so fast, you end up shutting down and giving up on trying to learn what they’re teaching because they won’t slow down? Maybe, you initially tried to stay engaged and then found yourself frustrated, feeling as if you needed…Read More
Over Promise & Under Deliver
When’s the last time you committed to something for a client and because life got in the way, you ended up dropping the ball? Did it negatively impact your relationship with your client? Did you have to go back and apologize or did you just not bring it up the next time you interacted with…Read More
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 life’s unfair. None of us are exempt from curveballs being thrown…Read More
Sales Calls: Set Yourself Up For Success
Have you ever received sales calls from people and they pretended you’ve met even though you knew you hadn’t? Or maybe they tell you something they knew about you in the sales calls, however, the information was wrong. At what point did you end the call? Probably pretty quick. Last week, I received a sales…Read More
Not interested. Or could it be something else?
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 as if they’re not interested? Do you assume they’re not interested? How many times do you follow up before you make the decision to move on? Recently…Read More
Asked And Answered!?
Have you ever been in a conversation with someone where you thought to yourself, “Do I even need to be here for this, I’m not even a part of the conversation?” We call it “Asked and Answered.” In the last couple weeks, I’ve had 3 separate “Asked and Answered” experiences where I found this thought…Read More
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? To really hone in on your internal state? If you’re not checking on your internal state, you may be costing yourself clients. In my NLP (neuro-linguistic programming) training, we spent a lot of time focused on state…Read More
You’ve Got The Look: It’s All In The Eyes
When’s the last time you heard, “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 Off Of You” – Franke Valle “I Only Have Eyes For You,” –…Read More
What’s The Value Of Doing Favors For Clients
How many times this month have you found yourself doing favors for a client? Doing favors 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 your client know they received a favor? Notice, the question is did you…Read More
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 asks for a discount, do you dread responding? For those thinking, “Oh, I hate when a client asks me for a discount” or “Dang it, now if I don’t offer a…Read More
How To Respond To Questions While Creating Curiosity
Do you know how to respond to questions while creating 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…Read More
Client Preference: 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 salesperson, and the communication between us was so interesting that I’m sharing it in hopes you find some useful tips to apply to your client interactions. It’s such a…Read More
“Just Kidding”: Is It A Rapport Breaker?
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 when they said “just kidding,” they actually meant? I was in the audience at an event recently, and the speaker singled out a person in…Read More
My Name’s Not “Dear”: In Business Nicknames Aren’t Cute
Nicknames aren’t cute in the business world and won’t build your rapport. 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 know…Read More
Slinging Mud: Are You Muddying The Water?
Are you muddying the water in sales? Many salespeople are. Here is what Nikki Rausch, your sales maven has to say about it. 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…Read More