There’s a saying that “luck is what happens when preparation meets opportunity”.

If that’s the case, what can you do to prepare so YOU can get lucky when opportunity knocks?

There are two primary steps to take.  I’ll cover the first one today and the second one next week.

Take the opportunity to let us know who your ideal client is by posting in the Comments section below!

Tags: , , , , , , , , , , , ,

Through conversation, knowledge is shared.

When it comes to a sales conversation, what’s your modus operandi?

To engage in a two-way, back and forth, question and answer?

Or do you find that you’re more prone to just focus on directly sharing your knowledge and presenting your solution?

Tags: , , , , , , , , , , , , ,

Your prospects all have an imaginary fence built around them. A fence is a barrier…an obstacle. And whenever they’re faced with a decision, they’ll do one of three things (keep in mind you do this too).

Watch today’s video to learn what to do when they’re on the fence and set more of your prospects free (in a good way…not in a “runaway way”.)

Tags: , , , , , , , , , , , ,

Does your heart skip a beat when asked, “If you could only eat one food for the rest of your life what would it be?”  I’ve never liked that question because I like options. And balance. And variety, darn it. The full meal deal, as it were.

Well, Carrie Wilkerson of Barefoot Executive fame, basically asked me the sales version of that question in this week’s video. And my heart sunk. It’s hard to narrow it down. But I did it anyway.

So if you had to know just one thing about sales, it’s this….

Tags: , , , , , , , , , , , ,

If you find yourself talking too much in your sales conversations, I want you to STOP!  Really.

Stop and turn that statement into a question. Find a way for your prospect to say they want it (assuming they do) rather than you trying to convince them that they want it.  That’s far more powerful than running off at the mouth like a rabid dog. (You know you do it!)

Tags: , , , , , , , , , , , ,

Had a fun interview with Rosey Dow of The Prospect Profiler last week.  Enjoy!

http://www.blogtalkradio.com/theprospectprofiler/2011/01/26/the-prospect-profiler-interviews-carolyn-herfurth

Tags: , , , , , , , ,

Even though you may not realize it, you’re subtly selling every single day in ways that most people wouldn’t consider “salesy”.  Yet when it comes to direct sales, you freeze up.  Learn to recognize your natural sales abilities, get out of your head and begin to more consciously apply your intuitive skills to sell more effectively in your business.

Listen in to the interview I had recently with Ann Lauren of Bella Petite Radio  and Maria Gamb, my favorite Change Agent in New York to talk about this very topic.

http://www.BellaPetite.com/radio

Enjoy!

P.S. Funny story…we actually had to postpone our interview due to a snowstorm in Atlanta!  The producer couldn’t get into the studio due to the road conditions.  What are the odds?

Tags: , , , , ,

Just like improv, there are no scripts in life. Or business. Or selling.

If you want more “yesses” from your prospects, you need to have a “yes, and…” attitude.

“Yes, and…” is an improv fundamental that’s about taking what’s given to you…accepting it, building on it, moving it forward and making it work.

Rather than trying to defend or convince a potential client who’s throwing objections and “no’s” at you…imagine how much easier and more fun a sales conversation would be by maintaining a “yes, and…” perspective.

To learn how to incorporate this into a sales strategy that is proven to gaining more “yesses” from your prospects, register for the SELL event being held in Austin, TX on February 25, 2011.  Simply visit http://thesellevent.com.

Tags:

Listen into a short interview with Thomas Roberts of TR Studios as we discuss selling for startup entrepreneurs:

http://www.thebiztruth.com/audios/thomas.mp3

Tags: , , , , , , ,

You’re not alone if you feel really awkward when it comes to closing a sale. Many ‘treps have a cordial conversation with their prospect and then flub up the close. It’s not unusual, but it IS preventable.

I’m letting my dear, sweet, innocent nephew(s) serve as the visual for showing what NOT to do.
Enjoy!

Tags: , , , , , , ,

« Previous PageNext Page »