This article originally appeared at Firmology.com. Read the whole article here. ******* Do you want to get better at persuading people? My guess is that you do because whether you are a salesperson selling a product, an entrepreneur courting an investor, or a business owner convincing your team about your vision, your success hinges on […]
Make Your Next Business Meeting Better with LinkedIn
This article originally appeared at Firmology. Read the full article here! You did it. You got the meeting that you’ve been pursuing for months with a prospective client, business partner, or investor. You’ve got your pitch rehearsed and your presentation rocks. You’ve got your best outfit back from the cleaners. You are ready to go. […]
Your Passion is A Problem (When You’re Selling)
This article originally ran at Firmology.com. Check out the full article here! Passion is good – especially when you are running the show. When I meet a business owner or entrepreneur who isn’t excited and confident about what they are doing, I know that the company is heading for tough times. There are so many […]
The Sales Truth I Learned Managing a Band
When I was a younger (and hopefully cooler) man, I played in a band called The Jesters. I started the band with my friend Jim, and we split the duties – he would work on the music and I would get us gigs. Here’s what I learned that would help me sell in every other […]
The Joy of Sales Scripts
Over the years I’ve heard thousands of sales professionals say, “I don’t like using a sales script – it sounds so robotic and stiff and it just doesn’t work.” Actually, let me restate that: Over the years, I’ve heard thousands of unsuccessful sales professionals say that. Successful sales professionals understand that having a script – […]
The Magic Phrase to Handle Sales Objections
One of the reasons people don’t like to sell is that we don’t like rejection. As young children we develop a deep-seated fear of being abandoned by those that we love, and it follows us into adulthood. There’s this subconscious connection that’s created between this fear and a prospect saying no. You’re going to need […]
Back to Basics
I coach and train a lot of salespeople on how to build their business, increase their volume … basically, on how to sell more and sell more often. They are often top performers who have stalled and hit a plateau. When digging in to find what is missing from their business, that gap which has […]