The 4 Questions Your Prospect is Asking Themselves


Every prospect has a list of questions they use to filter out new salespeople. The more prepared you are to answer these questions, the more successful your sales calls will be.

Focus on making your prospect comfortable with you and …

The Best Advice I Read in 2011


We all like to put together a list of New Year’s resolutions. The problem is that we sometimes get so wrapped up in the list that we create something that is unattainable and overwhelming. Earlier this year, Fast Company magazine …

Social Media Guidelines


Many people are on the different forms of social media, but they’re sometimes not sure why. They have a group of followers, or connections, but don’t really know what to do with them. This is expecially true of LinkedIn. While …

LinkedIn: Sales Prospecting Workshop – March 24th


Are you on LinkedIn but you’re not sure why? Are you collecting contacts, but not using LinkedIn in any signicant or active way? On March 24th, I will be delivering a lively and informative workshop to show you a systematic …

Your Customer’s First 30 Days


Your customer is no longer a prospect. They have placed an order with your company. A lot is riding on this initial order. And a lot is riding on what happens within the first 30 days of working with you. …

Shaking Hands: Please, No More Dead Fish!


I attend a lot of business and social events, and meet a lot of people.  I am amazed at how differently people will shake my hand. Some people come across as confident or down-to-earth. They show a certain amount of …

Getting Your Customers to Love You


Love. Who knew it was such a successful business strategy?

What sort of relationship do you have with your customers? Is it a business relationship, where you are prompt, effecient and accurate? That’s not enough, these days. It’s got to …

Price resistance? Bring it on


How do you see yourself when explaining your price to a customer? How do you react when they say it’s too expensive? For many of us, it’ can be an unpleasant feeling. A sense of dread. Or, sometimes we get …

Referrals are your best friend


Repeat customers are invaluable. They pay the bills, and keep you in business. But referrals are how you expand your business. Referrals are the lifeblood of your business, letting you survive and, in some cases, thrive. Everyone agrees on the …