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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When you’re speaking with a potential client, it’s not about what your prospect needs.  It’s about what she wants.

Here’s why…

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What do you do when you’re having a sales conversation with a prospect who:

  1. you know isn’t your ideal client
  2. you know you’re not the right solution to help solve their problem

The answer is quite simple, but not always easy.

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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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As I reflect on what I love so much about being an entrepreneur, I realize that my reasons for choosing business ownership 10 years ago over a job…are the same reasons I have for staying self-employed.

That’s because it boils down to a few key values:  FUN, FREEDOM and FINANCIAL OPPORTUNITY.

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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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Nobody notices a good toupee. Only a bad one.

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

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