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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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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Do you ever get on such a roll when you’re trying to make your point that you don’t even know what’s coming out of your mouth sometimes?

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When is the last time you went to an out-of-town event? When is the last time you booked an airplane ticket and hotel room, made arrangements with your spouse and neighbours to ferry the kids around, packed your bags… and hopped a plane to another city for a business event?

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We all have stories.

We each have a story around money. A story around relationships. Family.  Friends. Fitness. Diet. Stories around what we do… or don’t do with our time.

And we have stories around selling…

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You’ve heard the saying, “when you assume, you make an ass out of you and me.”

This can happen in selling too.

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One thing can make or break your business. And I’m going to surprise you by saying, it’s not “sales.”

It’s what leads to sales:  It’s relationships.

I call it: Client Chemistry… which sums up the “Know, Like and Trust” factor.

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Sometimes you’ll run into a prospect who doesn’t have a set budget but wants you to tell them about your packages and pricing up front.

Then they get scared off if you tell them without understanding your value.

This can be a huge time waster for you so you must find a way to handle it effectively.

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