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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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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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!” 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
Read more →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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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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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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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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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 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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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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How To End A Conversation Gracefully Have you ever found yourself in a conversation and you’re not quite sure how to end it? Maybe you attended a networking meeting recently, and although you enjoyed the conversation, you knew it was time to move on, yet
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Are You Asking For What You Want? When’s the last time someone asked you a question that made you stop what you were doing and really think about your answer? You know one of those big questions that you could easily give a standard response to but
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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
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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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Work Twice As Hard & Make The Same Money? – Quit It! How many times in the last 4 weeks have you discounted your services/products? And, how many of those times did you offer it without your client even asking for a discount? In the last few
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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
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Don’t Be A Chicken 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
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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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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
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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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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 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 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 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 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 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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“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… 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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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 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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Why So Contrary? Many of us have someone in our life that regardless of what we say, they offer an opposing view. I say/He says: Black/White Yes/No True/False Spicy/Mild Sunshine/Rain and the list goes on and on… Anyone in particular come to mind for you: your loving partner,
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Be Interesting & Relevant When meeting someone for the first time, do you ever struggle with what to say when you get asked the question, “What do you do?” For those that sometimes stumble answering this question, I have a simple strategy for you. I learned this
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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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