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?
What are the key value drivers for your business? With the continuing economic uncertainty, I’m often asked how I help find great businesses to acquire. What are the ways you can make your business stand out from the crowd? As more baby boomers begin to sell their businesses, it becomes…
By focusing on your strengths and the strengths of others you can become better at creating lasting relationships with your best clients and partners. By understanding your team’s strengths, you can motivate and inspire the people on your team to do amazing things for you when working with clients.
Why do so many of us miss the opportunity to really make a connection with our writing? I’ve spent the last three years writing blogs and articles for my clients and for my communities. Over 85,000 people read my blogs every month. With all this writing, you would think everyone…
As we celebrate the Fourth of July, it’s a good time to remember one our country’s first entrepreneurs, Ben Franklin. It’s easy to forget how influential he was in helping to create a country that, over time, would change the world. Let’s see how we might apply his strategies of…
For many years, I’ve seen many sales professionals training sales people on how to ask great questions. I’ve been through countless meetings where a sales professional tries to build rapport by asking questions by about a photo or souvenir in a leader’s office and it goes downhill from there. Why…