On this week’s audio post, I want you to evaluate who you spend most of your time with. Are you surrounding yourself with people that you admire and look up to? The people you choose to be around are a direct reflection of who you will become. The rule is, you are the average of […]
On this week’s audio blog, I’m going to challenge to do something different. I want you to spend some time selling yourself to yourself. Do you believe in your personal value? Do you believe in the product you are selling? If you don’t, it will come across to your prospects.
Ability and Capability are typical used synonymously but they do have one big difference. Capability is the future, is a person capable of doing more than what they are doing now? We need to spend more time on Capability and what we are Capable of doing.
Do you ever feel self-conscious during a call with a prospect? When that fear creeps in all your prior intentions go right out the window. If you are focused on yourself, you are focused on the wrong person. You are there to help them solve their burdens. When you are fearful, it keeps them from […]
That’s the number one question we ask ourselves silently, isn’t it? Do I matter? Sometimes we ask it as in ‘Does my life matter?’ More often, its circumstantial. “Do I matter in this particular area of life?” I received an email from a blog reader this week that was most touching. Here is an excerpt: […]
Do you and your prospect share a common enemy? The enemy could be mediocrity, averageness, or even a competitor. But, when you figure out who that common enemy is, you’ll become a united force battling it together.
Yes, I know, I’m giving away something that I typically charge for, but here’s why I’m doing it: I am inundated with blog readers (sales people) sending me their frustrations with the sales meetings and sales training they sit through. I can only hear that so much before it wears me down. You see, I […]
There are two philosophies of how to coach people’s behavior. One is to save up the counsel and dump it all on them at one time. (I use the word “dump” kindly). The other way, which I talk about in this audio clip, is to coach them at the moment of infraction. Hope you can […]
Apologies to the person who created the “flower and the bee” concept but I think that epitomizes perfectly the problem with most sales processes today. And do we ever have a problem. The ‘flower and the bee’ phenomena goes like this: in nature the flower must pollinate itself. It sits there waiting for the bee […]