“It’s so much easier to say “no!” even though there is a “yes” yearning to get out” We do all kinds of things to sabotage our success. Things like closing a sale, getting a job offer, convincing a patient to adopt a course of treatment – the list is endless. Everyday brings countless opportunities to sell something
Has the art of the “thank you” become extinct? Has it become a casualty in our insanely over-connected, rushed and reactive world we live in? I fear so, and I hope that we can save the “thank you” from extinction! As a keynote speaker I am often asked to do a presentation “pro-bono” and when
There are three words that are absolutely deadly to sales, our careers and our very psyche. These three words when uttered send a very negative message to everyone around us. These words – just nine letters and one apostrophe can have an incredibly detrimental effect on our ability to create new relationships, establish credibility and
Ask for what you want and be prepared to get it. – Maya Angelou Let’s consider where you are as we begin 2016. Hopefully you had a great 2015 and you some newfound passion and our confidence. You polished your value propositions until they shone like fine silver. You built relationships, built trust, built understanding,
Email is everywhere. Texting is the new…whatever. New forms of communication (if you want to call it that) are popping up everywhere. I can’t figure out how to make it all work for me and especially how to balance it all! It rules our lives, or so it feels at times. Just today, I received
Do you know how valuable you are to your clients? Recently, I did a survey (very informal and decidedly unscientific) and asked everyone I knew if they knew how their clients viewed their value. Everyone answered somewhat differently, but I never got the sense that anyone was truly aware of how valuable – and hence
As a sales professional who’s developing a sales culture, what do you expect from your colleagues? Are they shaped by your expectation that they are part of a sales culture and accountable to the client and to one another? Do you engage, motivate, and inspire others in the organization to be part of sales campaigns?
1. One individual stepped up to the plate. Every project needs an internal champion. The projects that succeeded had one. I’m not talking about a Microsoft-Trained-Dungeons-and-Dragons-IT-Propeller-Head either. They’re good only for backups and security. I’m talking about a really good administrative person. Someone who has a brain and isn’t afraid to use it – or
When I was growing up, I occasionally heard my father use the expression “He is a class act” when talking about someone he had encountered or done business with. I always found it an interesting and thoughtful expression, and I usually asked my dad what that person did to earn his term of high praise.