Owe vs. Show – Confusing The Two Hurts Business Owe vs. show – two very different words when applied to the selling process. People who are confusing the two may very well be hurting their business as well as their reputation. How would you describe the two
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Should You Offer To Pay For Referrals? Should you offer to pay for referrals? Have you ever wondered if you should and how much you might pay someone who gives you a referral? Do you already have some type of referral program in place in your business?
Read more →Do You Possess The Skill Of How To Make People Buy? Do you possess the skill of how to make people buy? In case you answered “no” to this question, do you wish you possessed the skill to make people do things? What would you be
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This Is How To Engage Clients Who Don’t Respond Do you ever wish someone would show you how to engage clients who don’t respond? Maybe you’ve tried everything you can think of and still nothing. At this point, have you written the client off completely or are
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When Being Right Is Oh, So Wrong How much do you enjoy being right? Does being right bring you a huge sense of satisfaction? Do you know when being right is actually wrong? When being right costs you clients, it’s wrong. To be completely transparent, I
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Using Social Media To Sell Are you using social media to sell your products/services? Maybe you’ve been told this is the best way to grow your business and spent countless dollars as well as hours trying to learn how to do it effectively. Maybe you’ve just been
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𝐅𝐞𝐞𝐝𝐛𝐚𝐜𝐤: 𝐃𝐨’𝐬 & 𝐃𝐨𝐧’𝐭𝐬 Feedback do’s and don’ts – when’s the last time you’ve given or received feedback? When you’re in the position to give feedback are there rules of behavior you follow? How about when you receive feedback, do you have a preferred way it’s delivered
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How To Sell To Women What is the best way to sell to women? Does selling to women require a different strategy than selling to men? Last, do you treat your male clients different then you treat your female clients? A few weeks ago I attended
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Maintain Rapport and Gain Distance From A Close Talker How do you feel about close talkers? Your answer may depend on who the close talker is and how much rapport they have with you? Have you ever struggled to stay in a conversation with a close talker
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Handling Awkward Encounters Handling awkward encounters is something we’ve all had come up in business. When’s the last time you avoided attending an event because you were worried about running into someone? Did you regret not going after the fact? Maybe there was business to be had and
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Is It A Favor? When someone tells you after the fact that they did you a favor how do you generally respond? Most likely you’re grateful. However, what if the person acts a little put out by doing you a favor even if you didn’t ask or
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Are You Overlooking This Technique? When’s the last time you had an epiphany? Maybe you’d been overlooking something staring you right in the face. Were you pleasantly surprised at your new realization? And did you immediately implement your new awareness? Check out this week’s
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Avoid Saying This To Clients What’s worse, being forced to endure something you don’t want or having the person forcing something on you act as if it was your idea in the first place? Depending on the situation, you may speak up right away and put
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Success Leaves Clues When’s the last time you thought about what success means to you? Is this something you focus on regularly? Years ago when learning NLP we learned that success leaves clues. Learning how to pay exquisite attention to the people who are having success in
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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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Is Your Bias Costing You Clients? 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
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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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Identifying An Ideal Client Have you ever had a day when you felt like banging your head on your desk if another client asked you this dreaded question, “Why do you need to know that?” How many times have you needed information from your client
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Vulnerability vs. Inappropriate Sharing There’s a lot of talk about the power of vulnerability and how it connects people. Since a big part of what I teach is building rapport and developing long-term client relationships, the concept of vulnerability comes up frequently. At one
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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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Building Long-Term Client Relationships When you’re in the position of being a client/customer, do you enjoy being thanked for your business? Is it important to you? Let’s face it; you can have the best product/service in the world and it doesn’t really matter unless you have
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How To Find Your Sweet Spot When Selling Have you ever noticed when you’re learning to do something new, you have to concentrate hard with little to no distractions in order to do it right? And then as time goes by and you practice a few times,
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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
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Build Credibility Quickly When Networking Do you love to network? Do you look forward to attending networking events? I asked these same questions while presenting to a networking group recently and not one person raised their hand. The next question was, “How many of you network
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Effective Email Communication When’s the last time you sent out emails announcing some great new program and didn’t get a single response? Or you emailed an invite to someone to set up a time to chat about how your product/service may benefit them and never heard back?
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What To Say To People Who Only Talk About Themselves When’s the last time you attended a networking event? If you’re like me, you regularly network as a means to build your community and grow your business. At said networking events, have you ever encountered the
Read more →Responding to Criticism Have you received any criticism lately? When you receive criticism do you go into fight or flight mode (the instinctive physiological response where you either ready yourself to resist forcibly or you run away)? Which one is more common for you – fight
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6 Steps To Better Client Interactions As we begin 2016, many of us will spend time reflecting on what worked in 2015, what we want more of in 2016 and setting new goals to achieve. As you spend time reflecting and planning, consider taking some time
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Nobody Wants To Be Sold To This Way When’s the last time your phone rang and when you picked up you heard a pre-recorded message “selling” you on who to vote for, what service to sign up for, etc. Did you listen to the end? Were you
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How To Deal With Difficult People When it comes to connecting with new people, do you generally find it easy to do or has it been difficult in the past? There’s the people you meet and feel an instant connection, pretty easy to get the conversation going
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Technology Isn’t Always The Answer Have you ever felt like a business was so in love with their cool new technology they forgot to connect with you as a customer? A new trend that comes to mind is the restaurants where you walk up and place your
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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 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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Is It Safe? 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
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You Gotta Pace Before You Lead 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
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Asked & 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?” In the last couple weeks, I’ve had 3 separate experiences where I found
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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
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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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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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Get In-Sync A simple way to build rapport with prospective clients and deepen your rapport with existing clients is to learn how to get in sync. When it takes less energy (when you are in-sync), your client’s ability to pay attention, converse and ask questions increases.
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