Have you ever heard the saying, “even a blind squirrel finds a nut”?

This describes the majority of startups when it comes to making sales.  Thankfully you’re not a blind squirrel (whew!) and your blind spots can be easily corrected.

So take a breath and just watch.

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Do you ever find yourself repeating yourself or trying to convince your prospect why they need you?  Please take note…

If you’re talking long, you’re selling wrong.

In this video I share some tips for taking the “long” out of your conversations and engaging your prospects to improve your sales results…and avoid being shown the proverbial door.

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Do you feel resentful about how hard you are working, how much you are helping and how little you are making?If you answered “yes” you are not alone.

The good news is that it’s possible for you to break free from this trap, learn how to charge what you are worth and fill your business with people who are ready and willing to pay your full rate.

That’s why I invited my friend and colleague Melanie Yost, from Awaken Your Entrepreneur, to share her knowledge about:

The Psychology of Undercharging:  Breaking Free from the Trap of Reducing your Rates

Melanie is a Business Mentor for Helping Professionals who specializes in teaching heart-centered entrepreneurs how to create a mindset for making money while making a difference in the world.

In this call she shared:

  • Why constantly reducing your rates really is a trap that hurts you and your clients
  • The 4 top reasons why heart centered entrepreneurs fall into that trap (I guarantee you will see yourself in at least 2 if not all of them)
  • Practical steps on how you can break that habit NOW and start charging what you deserve.

Click to hear me interview Melanie about this important topic.

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(I thought you might enjoy listening to a fun and insightful conversation I had with Tambra HarckBryn Johnson about sales & networking.  What’s love got to do with it?)

Let’s face it, most of us really like the idea of “do what you love and the money will follow.” But what about when that’s just an idea… and you’re doing, doing, doing what you love, but somehow that money isn’t following?  Together, Bryn Johnson, Tambra Harck & Carolyn Herfurth share with you very practical, real-life ways to take your passion for your business and love for what you offer AND make the connections and sales that help you share your brilliance while getting paid.

Click to listen.

P.S.  The interview will fire up after a brief video commercial.  Just hang tight.

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Have you ever been on the receiving end of a long-winded prospecting call where you barely got a word in edgewise?  Ouch…for both parties.

Here’s my advice for what to do, instead.

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What if…

Learn how to take “the scary” out of selling by visiting Biztruth Bootcamp.

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Here’s a business truth for you (Biztruth #5, actually):  If you think marketing alone will make your sales for you, think again.

There IS a difference between marketing and selling and don’t let anyone lead you to believe otherwise!

(If you missed the free calls you can go to thebiztruth.com/about and scroll about two-thirds down the page to learn the other 9 Biztruths.)

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Marc Vaillancourt from The Conversation Hub interviewed me about entrepreneurship so I’m sharing the replay for you here.

BTW – I’d recommend you check out some of his other interviews at theconversationhub.com, particularly Episode #1 with Ian McDonald, my client-turned-business-partner-turned-friend who introduced me to Marc.

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The fact is, if you’re in business you’re in sales.

Go ahead.  I dare you. Bury your head in the sand.  Pretend it’s not true.  And tell me how that’s working for you…

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It’s go time.  When you’re talking with a potential client…
  • Ask questions that will reveal the specific pains that you help them resolve
  • REALLY listen to their answers
  • Dig deeper with MORE questions
  • Don’t blah-blah them to boredom
  • Closing the sale is as simple as asking another question

Effective questions minimize objections and lead to a natural close.

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