You see that one of your favorite clients is on your schedule for an appointment tomorrow morning. You’re excited because he’s the one who always…

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If you find yourself resistant to initiating sales activity. Or feel uncomfortable talking about your fees. Or find yourself trying to convince your prospect why they should hire you. Or back down from closing the business. Or are dealing with high-maintenance clients.

I want you to listen up…

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As a service-based entrepreneur, your business venture is very personal. You’re taking financial risks to strike out on your own and you want it to…

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As an entrepreneur, you know that it’s not always a cakewalk to run a successful business. There are a lot of moving parts.

Because I talk to dozens of entrepreneurs every week, I hear my fair share of stories about their growing pains. Heck, I have ‘em myself!

And here’s the deal, since I’ve dealt with thousands of entrepreneurs during my past 10 years in business, I’ve developed an uncanny knack for being able to predict who will still be in business a year or two from now… and who won’t.

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You know when something is sitting right in front of you and you don’t see it?  Well, I had one of those V8 moments on New Year’s day while watching Gary V’s YouTube video about the “Thank You Economy”.

I realized that whenever I didn’t meet a goal last year – regardless of whether it was a stretch or minimum – I was so disappointed with myself – that I didn’t celebrate the entrepreneurs who DID attend my events and take my classes.

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As I created programs last year, I would set a stretch goal for the number of participants I wanted… but more often than not, I was disappointed because I didn’t reach my goal.

And in some cases, a couple of programs didn’t even come close to my minimum projections. They plain old bombed!

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I don’t know how to use chopsticks. It’s not for a lack of effort, but after years of trying to learn, it’s still not pretty.

Sales conversations can be the same way…

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In January, I deemed 2011 “the year of yes”. So I wanted to circle back to this topic to see how you did.

  • What did you say “yes” to?
  • What did you say “no” to?
  • Where did each “yes” and “no” get you?
  • What are you going to say “yes” to in 2012?

Email your answers to yes@thebiztruth.com!

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One of the many things that makes Disney great is their commitment to underpromise and overdeliver.

So what’s “unDisney” and what does it have to do with sales?

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Remember the Wendy’s commercials that ran in the mid- 80s with the three old ladies… and one asking “Where’s the beef?”

Besides being entertaining, here’s the brilliance of those commercials that you can apply to your sales conversations.

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