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Sales Maven Blog

Why This Shakes Your Confidence & How To Fix It

Why This Shakes Your Confidence & How To Fix It

Why This Shakes Your Confidence & How To Fix It What shakes your confidence when selling? Is there a particular thing that happens between you and a prospective client that causes you to question your offer(s)? Do you know how to fix it?   One of the

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How To Be Confident In Your Offer

How To Be Confident In Your Offer

How To Be Confident In Your Offer How confident are you in your product/service offerings? Do you ever wonder if you should add, change or delete anything from your offerings? When’s the last time you took a hard look at what you’re offering clients? How about having

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How To Get Paid For Results

How To Get Paid For Results

How To Get Paid For Results Are your clients getting exceptional results from the work you do/what you offer? How important are the results your clients receive? For many entrepreneurs, the results their clients receive are the driving force behind what they do. Results are also something

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Beating The Odds

Beating The Odds

Beating The Odds   According to the Small Business Association, 50% of all small business fail within the first 5 years. That seems like a staggering amount of failure. And it begs the question, how does the SBA define failure?   In today’s’ society just about anyone

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Owe vs. Show – Confusing The Two Hurts Business

Owe vs. Show – Confusing The Two Hurts Business

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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Whose Responsibility Is It?

Whose Responsibility Is It?

Whose Responsibility Is It? In the selling process, who’s responsible for understanding the offer? Is it up to the client or is it up to the seller to clarify the offer? Have you ever been in the position where you didn’t understand what was being offered and the

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The Ultimate Sales Method

The Ultimate Sales Method

The Ultimate Sales Method Have you heard the term, authentic selling? Do you know what it means? More importantly, are you able to do it when you’re selling?   Last week, I had the great honor of discussing this topic in detail as well as giving some

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Closing Bigger Deals – Things To Consider

Closing Bigger Deals – Things To Consider

Closing Bigger Deals – Things To Consider Are you ready to start closing bigger deals? Have you up until now sold one product/service per customer? Imagine how quickly your business would grow when you increase your overall average selling price per client by 2, 3, or even

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Should You Offer To Pay For Referrals?

Should You Offer To Pay For Referrals?

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?

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How To Keep From Losing A Client

How To Keep From Losing A Client

How To Keep From Losing A Client   Have you ever wondered how to keep from losing a client who says they can no longer afford you? Chances are they would very much like to continue to work with you but something in their finances has changed.

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How To Prioritize & What To Focus On

How To Prioritize & What To Focus On

How To Prioritize & What To Focus On When it comes to sales related activities do you ever struggle with how to prioritize? How about what to focus on, ever feel overwhelmed and confused because there’s just so much to do?   These are two of the

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Do You Possess The Skill Of How To Make People Buy?

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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How The Want-Ad Syndrome Is Keeping You Small

How The Want-Ad Syndrome Is Keeping You Small

How The “Want-Ad Syndrome” Is Keeping You Small Are you currently inflicted with the Want-Ad Syndrome? This might be the first time you’re hearing of such a thing. By being aware of this limiting characteristic/behavior you can now decide to do something different. Stop playing small in

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Embracing Your Inner Salesperson

Embracing Your Inner Salesperson

Embracing Your Inner Salesperson Are you embracing your inner salesperson? Or, are you avoiding claiming the title of “salesperson” in your business? Are you unintentionally sending the message you’re not interested in making money?   This week’s tip comes in the form of The Businessese Influence Marketing Podcast

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It’s no longer cute when…

It’s no longer cute when…

It’s no longer cute when… Would you agree, at some point, certain behaviors you had as a kid are no longer cute when you become an adult? Are there things you did as a kid that you’d never dream of doing now? Do you already have one or

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Is It Lack Of Interest Or Is It Your Sales Approach?

Is It Lack Of Interest Or Is It Your Sales Approach?

Is It Lack Of Interest Or Is It Your Sales Approach? Do you know how you’re perceived by others? When’s the last time you spent time and money promoting a product/service and had nobody buy from you? Did you blame the lack of interest on the product/service

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Don’t Be Fooled, This Isn’t Just “Off The Cuff”

Don’t Be Fooled, This Isn’t Just “Off The Cuff”

Don’t Be Fooled, This Isn’t Just “Off The Cuff” Do you admire people who can do things, “off the cuff.”  When someone makes something look easy, many of us assume the person is just naturally talented. We don’t often get a peek behind the curtain to know

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Honoring My Mentor

Honoring My Mentor

Honoring My Mentor Who are the important people in your life that have shaped you? Has it been through their encouragement and guidance that you became who you are today? It’s a special gift to have a mentor and something not to be taken lightly.   In

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Converting Traffic To Sales

Converting Traffic To Sales

Converting Traffic To Sales   Do you engage in passive selling? Are people visiting your website and either clicking on affiliate links or signing up for your offers? How are you doing with converting your traffic into sales?   Recently, I had the honor of being interviewed

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Are You Risking Your Reputation?

Are You Risking Your Reputation?

Are You Risking Your Reputation? Are you risking your reputation when you recommend someone? Do people hold you personally accountable if they don’t have a good experience with the person you recommend? Does this factor into your decision before you recommend people?   Years ago, a guy,

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How To Respond When Asked To Trade Services

How To Respond When Asked To Trade Services

How To Respond When Asked To Trade Services Do you ever struggle with how to respond when asked to trade services? Is trading services a normal business practice for you?   Many people absolutely refuse to trade services. They even feel offended when people ask. Whereas others

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Attracting vs. Capturing – You Better Know The Difference

Attracting vs. Capturing – You Better Know The Difference

Attracting vs. Capturing – You Better Know The Difference Do you know the difference between attracting vs. capturing clients? As long as you have a new client, does it even matter how they were acquired? For some people, a new client is a new client and they

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Stop Wasting Giveaways On The “Well-Connected”

Stop Wasting Giveaways On The “Well-Connected”

Stop Wasting Giveaways On The “Well-Connected” When’s the last time you gave away product/services to a “well-connected” person in hopes they’d refer people to you?  How did it work out?  Have they sent a ton of business your way?   Chances are, the well-connected person hasn’t even

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How To Help Clients Articulate What They Do Want

How To Help Clients Articulate What They Do Want

How To Help Clients Articulate What They Do Want When’s the last time a client had a hard time articulating what they need or want from you? When you’ve been doing what you do for some time, you might just assume you know based on your prior

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Who’s Inspiring You & How Are You Engaging With Them?

Who’s Inspiring You & How Are You Engaging With Them?

Who’s Inspiring You & How Are You Engaging With Them? Who inspires you? Who do you most want to get to know and learn from? And how have you engaged with this person?   Finding a mentor can make all the difference in any area of your

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This Is How To Engage Clients Who Don’t Respond

This Is How To Engage Clients Who Don’t Respond

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

When Being Right Is Oh, So Wrong

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

Using Social Media To Sell

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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How To Handle Condescending Clients

How To Handle Condescending Clients

How To Handle Condescending Clients   Do you ever wish you had a strategy on how to handle condescending clients? Every once in a while when selling you’re bound to come across a client who doesn’t treat you with much respect. When you run your own business

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When Prospects Won’t Make A Decision – Ask This

When Prospects Won’t Make A Decision – Ask This

When Prospects Won’t Make A Decision – Ask This When’s the last time you found yourself in a situation where a prospect would not make a decision? You’ve dotted every i, crossed every t and even jumped through a few extra hoops and still gotten nowhere.  

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Feedback: Do’s & Don’ts

Feedback: Do’s & Don’ts

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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3 Ways To Say “No” & Mean It

3 Ways To Say “No” & Mean It

𝟑 𝐖𝐚𝐲𝐬 𝐓𝐨 𝐒𝐚𝐲 “𝐍𝐨” & 𝐌𝐞𝐚𝐧 𝐈𝐭 Do you find it difficult to tell someone no? Have you ever told someone no and had them become aggressive or push back because they want you to buy their product/service? Telling people no can be uncomfortable. Many times

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One Irrefutable Way To Get More Clients

One Irrefutable Way To Get More Clients

𝐎𝐧𝐞 𝐈𝐫𝐫𝐞𝐟𝐮𝐭𝐚𝐛𝐥𝐞 𝐖𝐚𝐲 𝐓𝐨 𝐆𝐞𝐭 𝐌𝐨𝐫𝐞 𝐂𝐥𝐢𝐞𝐧𝐭𝐬 Would you be interested to learn one irrefutable way to get more clients? Client acquisition is one of largest expenses for many businesses. Seriously, who doesn’t want more clients?   A few weeks back out of the blue someone contacted me

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How To Get Comfortable Asking For Payment

How To Get Comfortable Asking For Payment

How To Get Comfortable Asking For Payment Are you uncomfortable asking for payment? Do you often discount your products/services when you start talking money?   You’re not alone! This is so common for people who set the price of their products/services. Too often, people are discounting their

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Communicating A Price Increase

Communicating A Price Increase

Communicating A Price Increase Wondering how to communicate a price increase to your client base?   Here’s a simple tip for you:   To read the earlier article referenced in the video, click here: When It’s Time To Raise Your Prices   Wishing you continued success in

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Using High Tech & High Touch To Create A Winning Combo

Using High Tech & High Touch To Create A Winning Combo

Using High Tech & High To Touch Create A Winning Combo When high tech and high touch are used effectively, you’re able to create a winning combo in the sales process. However, most people replace high touch with high tech instead of incorporating the two. This approach

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When It’s Time To Raise Your Prices

When It’s Time To Raise Your Prices

When It’s Time To Raise Your Prices Do you ever wonder if and when it’s time to raise your prices? Many people make price increases around the first of the year. How about you? Is it standard practice for you or has it been years since you

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Reviews & Testimonials – How & When To Ask

Reviews & Testimonials – How & When To Ask

Reviews & Testimonials – How & When To Ask Reviews & testimonials, do you feel confident in how and when to ask for them? It can be a crucial part of business building so being prepared with how and when to ask is beneficial.   Asking for

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List It Or Lose It – The Pricing Conundrum

List It Or Lose It – The Pricing Conundrum

List It Or Lose It – The Pricing Conundrum Do you struggle with whether or not to list pricing on your website? Maybe you’ve been advised by experts to not list your pricing. However, how many people are calling you after visiting your website to inquire about

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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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How To Hire Great Salespeople

How To Hire Great Salespeople

How To Hire Great Salespeople Have you ever wondered how to hire great salespeople? Maybe you’re considering hiring someone part time or even full time to help grow your business in the coming year.   At BixChix Live in October, the fabulous Shelli Warren (shelli@bizchix.com) talked about

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Are Others Cashing In On Your Credit?

Are Others Cashing In On Your Credit?

Are Others Cashing In On Your Credit? Have you ever noticed others cashing in on your credit? Maybe someone took your idea and claimed it as theirs. Many of us have had this happen a time or two in our careers.   What about someone you learned

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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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Letting Go Of Time Suckers

Letting Go Of Time Suckers

Letting Go Of Time Suckers Letting go of time suckers may be one of the most important things you can do for your business and for our own peace of mind. Time suckers can show up in many forms.   Last week the time sucker that reared

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How To Sell To Women

How To Sell To Women

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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Successful Selling At Vendor Events

Successful Selling At Vendor Events

Successful Selling At Vendor Events (This is an excerpt from an article published in the Business Among Moms Holiday Guide 2017 and posted on the BAM Blog, the full article can be read here) How successful are you selling at vendor events? Do you show up to

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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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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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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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Maintain Rapport and Gain Distance From A Close Talker

Maintain Rapport and Gain Distance From A Close Talker

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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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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How To Handle Awkward Encounters

How To Handle Awkward Encounters

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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Successful Prospecting

Successful Prospecting

Successful Prospecting Successful prospecting is something we all want and yet, most of us are terrified of it. The idea of reaching out to people to earn their business can be scary. It’s also one of the things most of us avoid doing at all costs.  

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Are You Celebrating Your Wins?

Are You Celebrating Your Wins?

Are You Celebrating Your Wins?   Are you celebrating your wins? When’s the last time you really slowed down enough to take it all that you’ve accomplished? As a busy professional, we sometimes forget to acknowledge our successes.   This week, consider answering the question posed in

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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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How To Gracefully Tell Someone, “Get To The Point!”

How To Gracefully Tell Someone, “Get To The Point!”

How To Gracefully Tell Someone, “Get To The Point!” When’s the last time you wanted to shout at someone, “GET TO THE POINT!” We’ve all found ourselves on the receiving end of someone’s long drawn-out explanation or story. Maybe in these situations, you’re able to maintain your

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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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Introductions And Saying Your Name

Introductions And Saying Your Name

Introductions and Saying Your Name   When making introductions, do you say your name? For those who had an immediate “Yes, of course, response,” are you sure?   When someone you know introduces you, do you say your name to the person you’re being introduced too? It’s

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How To Get Questions Answered

How To Get Questions Answered   Do you ever wonder what’s the best way to get questions answered? Maybe you’re asking questions of your followers, clients, etc. and not receiving a response back. Is there anything worse than asking questions and only hearing dead air in return?

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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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First Impression And A Microphone

First Impression And A Microphone

First Impression And A Microphone   How do you feel about speaking into a microphone? Is having your voice amplified fun for you, or do you shy away from a microphone?   How important is it that you make a positive first impression when meeting people for

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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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When You Don’t Know What To Say, Say This

When You Don’t Know What To Say, Say This

When You Don’t Know What To Say, Say This When’s the last time you struggled with how to respond to something someone said to you? Did you spend hours, days or maybe even weeks thinking of all the things you “could have” or “should have” said after

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Who Can You Rely On Most In Business?

Who Can You Rely On Most In Business?

Who Can You Rely On Most In Business?   Who can you rely on most in business? Where do you get sound business advice? Does this person (people) have your best intentions in mind?   When you think about who you rely on most, do a few people

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Is Your Scheduling Software Turning Clients Off?

Is Your Scheduling Software Turning Clients Off?

Is Your Scheduling Software Turning Clients Off? Is your scheduling software turning clients off? When’s the last time you read through the message attached to your scheduling link?   There are so many reasons to use a scheduling program and it can easily turn people off when not positioned properly.

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When Resolving Client Issues, Don’t Say This

When Resolving Client Issues, Don’t Say This

 When Resolving Client Issues, Don’t Say This When you pay money for a product/service and something goes wrong, what do you most want to happen next? Do you want a resolution from the company/individual? Do you want swift action taken? Maybe you want an apology.  Or do

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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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2 Tips For Setting Your Price

2 Tips For Setting Your Price

2 Tips For Setting Your Price   When’s the last time you wondered if you should raise your price? Maybe you charge by the hour and find this to be a difficult way to make money long term.   A common discussion with my clients resolves around

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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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Is It A Favor?

Is It A Favor?

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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What You Don’t Know

What You Don’t Know

What You Don’t Know Have you ever been in a conversation with someone who acted “as if” they already knew your opinion on a subject matter? Do you find being in a conversation with someone who constantly tells you want you to know and how you feel annoying?

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Clear The Field

Clear The Field

Clear The Field Do you ever get fed up with people who act as if they might buy from you and then never do? It may be time to start implementing a simple strategy that I refer to as “Clear the field” when it comes to your business.

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Do You Reek Of Desperation?

Do You Reek Of Desperation?

Do You Reek Of Desperation? What might an observer say when asked how committed you are to growing your business? Would the observer be impressed with your level of commitment? What about your dedication to expanding your skill set? And last, what observations would they make about

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Are You Overlooking This Technique?

Are You Overlooking This Technique?

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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The Difference Between Creating Curiosity & Being Salesy

The Difference Between Creating Curiosity & Being Salesy

The Difference Between Creating Curiosity & Being Salesy How good are you at creating curiosity? And do you ever worry about coming off as salesy when sharing about your business?   It’s a fine line – the difference between creating curiosity and sounding salesy. Be sure you understand the

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Are You Maximizing Referrals?

Are You Maximizing Referrals?

Are You Maximizing Referrals?   Do you ever wonder if you’re maximizing your referrals?  When’s the last time someone sent you a referral? And how long did it take you to follow up with the referral?   Check out this week’s tip on how to maximize referrals

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Why You’re Expecting Too Much From Your Clients

Why You’re Expecting Too Much From Your Clients

Why You’re Expecting Too Much From Your Clients When’s the last time you received a message and after listening to it/reading it, you had no idea what you were supposed to do next? Do you find that frustrating?  Do you ever wonder, “Was this message meant for

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Tone This Down When Selling

Tone This Down When Selling

Tone This Down When Selling How do you respond when people present their product/service to you in a way that makes it seem as if you don’t buy from them, you’re killing yourself, damaging the environment, and/or robbing people of basic human rights? And do you even

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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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Words That Motivate and Influence

Words That Motivate and Influence

Words That Motivate and Influence Do you have trigger words? Words that when you hear them pique your interest or maybe even stop you in your tracks because you’ve got to know more? Most of us have a few trigger words. Of course one of the biggest

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Avoid Saying This To Clients

Avoid Saying This To Clients

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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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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Success Leaves Clues

Success Leaves Clues

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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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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The Clients You Should Focus On

The Clients You Should Focus On

The Clients You Should Focus On When’s the last time you stumbled upon a sign that made you pause and ponder about a deeper meaning? Maybe the sign was meant to be funny, or maybe it was meant to help you find your way somewhere, and yet

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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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Is Your Bias Costing You Clients?

Is Your Bias Costing You Clients?

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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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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Reckless vs. Resolute

Reckless vs. Resolute

Reckless vs. Resolute At what age did you receive your driver’s license?   Growing up in Boise, ID, I received my daytime driver’s license at the age of fourteen. Once I turned sixteen, I was legally allowed to drive at night. It was an exciting time, as I

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Are You Missing A Step?

Are You Missing A Step?

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

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Diffusing An Angry Client

Diffusing An Angry Client

Diffusing An Angry Client When’s the last time you lost your cool at a company for mistreating you as a client? Unfortunately, too often the way companies train their employees to handle angry customers is what escalates the situation vs. calming them down. A few weeks back

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Are You Ruining Your Reputation By Targeting The Wrong Clients?

Are You Ruining Your Reputation By Targeting The Wrong Clients?

Are You Ruining Your Reputation By Targeting The Wrong Clients? When’s the last time you purchased a product/service only to be disappointed in the quality of what you received? What did you do about it? Did you ask for your money back, did you write a negative

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The Best Accountability Partner

The Best Accountability Partner

The Best Accountability Partner   Do you have an accountability partner? Someone you regularly check in with, share your wins, talk about what’s next in your business and strategize how best to get there?   For those of you who have a great accountability partner, you understand

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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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Identifying An Ideal Client

Identifying An Ideal Client

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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