Articles

In this fast paced business world, your product is not unique; your service is not unique.  You are the unique differentiator in your marketplace.  Yes, your process may be unique. However, you are the unique person who influences your prospect to engage in your process; right? In our culture, it is not the hardest working, […]

Recently I spoke with a highly credible sales trainer who shared that his philosophy is no more cold calling, just build your business on referrals and by capitalizing on relationships with Centers of Influence. Yes, I agree that is ideal and dream come true.  However, how many salespeople have enough quality Centers of Influence to […]

Q:  What is the quickest way to blow your credibility with prospects? A:   Tell them you are not trying to sell them something. There are multi-billion dollar organizations that have financial advisors and salespeople telling prospects this all day every day.  And they wonder why their prospects dis-trust them. The fact of the matter is […]

One of the major reasons for mediocre sales performance is that salespeople go off in one direction or another without any clarity on their ideal prospect. They have no sense of control and they bounce all over the place. Identify Your Ideal prospect as crystal clear as possible.  What are their characteristics and qualities?  Where […]

Recently, a top performing real estate agent, who weathered the economic reset without major trauma to his career and earnings, disclosed the key to his success. His optimistic, energetic mindset around selling is noteworthy. He shared that the day that he “got” that he is a professional lead generator first and foremost who happens to […]

No one likes to be referred to as a “victim.” However, no matter how successful most people are, they go “victim” throughout the day in many different dynamics. The key is how fast they bounce out of “victim” into “responsible/solution” mindset, emotions and action! Victim “sounds” like: “That prospect told me to call them back […]