How do you build stronger relationships with your future clients? How can you understand your client’s view of the world so that you can create a lasting relationship? For the last thirty years, I’ve been interviewing men and women from many of the world’s most entrepreneurial organizations. This has provided…
How does your business build an effective growth strategy? I recently picked up another copy of the book Ready, Fire, Aim by Michael Masterson. I thought I’d share what I got from the book and how you might apply it to your business growth efforts. Michael has a strong background…
Last week we talked about how to team up with your best clients and partners. This week we share with you the foundation of building a stronger relationship throughout the selling process. Lets get started talking about how you can apply these sales strategies to your growing business. There are…
What is the purpose of a business? Every time I ask this question during a business seminar, the immediate answer that I get back is, “To make a profit.” But this answer is wrong. The purpose of a business is to create and keep a customer. If a business successfully…
Over the past couple of weeks we’ve talked about the value of better referrals and building your referral network. These strategies can help you decrease your cost of sales, increase your time talking with qualified prospects, and, ultimately, create a valuable network for clients, partners, and future customers. So how…
Last week, we talked about getting more referrals out of your calls. I suggested that the reason many people fail to get referrals is they don’t have a trust based relationship with the people to whom they are talking. I also suggested that we may be too pushy to get…
How do you lower the price per sale, improve your speed to market, and create a network of raving fans? For many entrepreneurs, it is critical to make every call count. Many sales experts say it takes over eight calls to close your first deal with a new customer or…
Remember, as entrepreneurs, we are responsible for both developing strategy and implementing it. As a member of the leadership team, we must remember that we should have bias towards action. Moving forward, we focus on a ready, fire, aim strategy framework. As entrepreneurs lack of progress for extended periods of…
Salespeople often have mental blocks when it comes to prospecting. Low self-esteem and feelings of inferiority leading to the fear of rejection make some salespeople tense and uneasy about calling on prospects that they might feel are “better” than they are, socially or economically. These salespeople will not call on…
What value do business systems have when your build a successful business? How do these systems help you better manage your business for success? How you can use business systems to make your business more attractive to potential buyers starting today?