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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Are you reluctant or nervous to talk to a potential client?
  • Relax
  • Remember that it’s just a conversation
  • Your ideal clients are waiting for someone like you to help them with their issue
  • Quit stalling & initiate!

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Think about your audience (aka target market or ideal client) and answer these questions:

  • What pains do they have?
  • What problems do you solve for them?
  • What solutions do you offer to alleviate those pains?
  • What goals might they have?
  • What do you do to help them reach their goals?
  • What results do your clients get?

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Biztruth #4 :: If you don’t have a handle on your numbers, it’s time to sharpen your pencil.

You may need to replay this video a couple of times to get it…but it’ll be worth it. Especially if you follow through with my suggestion.



Will you?

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Biztruth #1 If you’re in business, you’re in sales.

And if you’re in sales, you need to find ways to connect with prospects & strategic partners.

Enter Bryn Johnson, Connection Expert.  Bryn helps people figure out how to connect & collaborate with prospects, partners & friends.  So I have invited her to guest post for The Biztruth Blog from time to time.  She has a wonderful sense of humor, is a gifted writer and always has great stuff to share with us.  Enjoy!

Trust me when I tell you– I LOVE to work from my home. When the role of the remote workforce gained widespread popularity a few years ago, I was thrilled to be employed by a progressive corporation that allowed the flexibility of working from home much of the time that I wasn’t on the road with clients. This was the smartest thing a corporation could do with an overachieving, workaholic like me. Give me an office that is as quick to commute to as rolling out of bed and making coffee- brilliant! The work often began before 7 am and ended when the lights went out and I went to bed. Most days I did this all in my sweats and a t-shirt. And shhhh…..many days I worked from my pajamas and took a shower between conference calls in late afternoon. (more…)

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Nobody notices a good toupee. Only a bad one.

The same goes for salespeople. Bad salespeople are easy to spot.

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I saw Hugh MacLeod’s daily cartoon from Gaping Void this week.  I just had to share it with you to tag onto my Me Me Me Me Me post from a couple of months ago…also included for you here.

Click if you want more of Hugh.  The guy is brilliant & funny.  A great combo.

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For those of you who missed it, I’m sharing the recording from my call with Sheila Ronning of Sharp UpSwing.

Click to listen!

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Have you ever been cornered by someone who blah-blahs all over you? You know what I’m talking about.

After you watch the video, share your stories in the Comments section about being on the receiving end of a bad salesperson’s pitch. I’ll bet there are some really juicy stories out there!

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She’ll be wearing red pajamas when she comes
She’ll be wearing red pajamas when she comes
She’ll be wearing red pajamas,
She’ll be wearing red pajamas,
She’ll be wearing red pajamas when she comes

Red? Yellow? Orange? Green? Who cares?

The truth is, I’m on a mission. I’m sick & tired of seeing small business owners fail because they don’t know how to sell. So please contact me for a fr*e 15-minute Truth Talk to discuss your greatest selling challenges and let’s see what we can do to get you out of your rut & on a roll.

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