Build Relationships to Close More Sales

Leigh offends people. She doesn’t mean to do so; in fact, she’s eager to cultivate business. However, her approach is alienating family and friends. In terms of direct sales, Leigh has joined the NFL – No Friends Left club. What went wrong? She's Smart An engineer by training, Leigh has…

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Because You Can Close, Doesn’t Mean You Should

Gloria faced a major decision. Did she want his business or not? Financially the answer was “yes.” Emotionally the answer was “maybe not.” For the last several weeks she and the prospect had been exchanging emails in which he outlined the situation that needed legal attention. The case had merit,…

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Being Present to Make More Sales

With law degree in hand and years of consuming information, Alex was ready to tackle the business seminar on marketing. Entering the registration area, he barely made eye contact but his vocal chords were fully engaged. His outfit consisted of items he found at thrift stores and he was delighted…

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Be Pushy and Aggressive

“You’d be perfect for this business!” How many times had Tammy spoken these words or thought this idea? Too many to count. Now she heard herself exclaim once again to her high school friend that she would make an ideal partner in this home-based business. Days later she felt hurt…

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Powerful Questions Lead to Better Results

“May I help you?” When was the last time you were approached by a clerk in the store with this message? Chances are good that you politely answered, ”Just looking.” People like to buy but they don’t like to be sold. How can you alter this simple question to get…

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Too Smart to Buy

Sadly, Turek is struggling to make it financially in his new occupation as a financial planner. He’s reached out to his warm market and garnered as many opportunities as he could. Now he must cultivate the cold market and he’s floundering. During lunch, he tries to meet people at the…

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Diagnosis Prospects to Make More Sales

Margaret met Frank at the Chamber event. As expected, he popped the magic question, ”What do you do?” Margaret was ready with a short answer. Actually, she had prepared 4 different responses, one for each personality style, and used them appropriately throughout the event. Being intrigued with her reply, Frank…

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How NOT to Lose Business

At their first face-to-face meeting, Stella felt an immediate rapport with Donald. Her skill set and business acumen seemed in perfect alignment with his stated desire to grow his organization. The more she probed about his work and heard his answers, the more she felt the synergy between his goals…

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How to Keep Business

Instantly they clicked. As CEO for a large, national chain of stores, Harold saw how her knowledge and skills could benefit his people. In talking with Gaylin, he got excited about the possibility of her visiting a few of his locations and providing feedback on their operation. Although she had…

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Focus on Follow UP

According to Jim Rohn, sales trainer and motivational speaker, "The fortune is in the follow up." Although this is a well-recited truth, professionals in private practice and salespeople struggle with following up. The phone seems to weigh 100 pounds. The emails go directly to spam. The once excited prospect never…

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