If you find yourself talking too much in your sales conversations, I want you to STOP!  Really.

Stop and turn that statement into a question. Find a way for your prospect to say they want it (assuming they do) rather than you trying to convince them that they want it.  That’s far more powerful than running off at the mouth like a rabid dog. (You know you do it!)

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It’s easy to get caught up working on the many projects you’ve got between clients and not get out of the office. I know that can happen to me. There are all sorts of excuses not to get out and mingle with people in your community.

The question is… Are your BUTS bigger than your business?

 

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I have decided that 2011 is the year of “yes”.

I’ve got a LOT to say on the topic so today is the first of several videos that address the various angles of why I chose “yes” to be my theme for the year.  Today is about who we’re saying “no” to.

Please share what YOU have to say on the topic.

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What do ice dams and sales have in common?  (Don’t worry, I’ll explain what an ice dam is first.)

Both, if not dealt with proactively, can be a slippery slope.

If you struggle with sales, do something about it and have a damn good year!

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Listen into a short interview with Thomas Roberts of TR Studios as we discuss selling for startup entrepreneurs:

http://www.thebiztruth.com/audios/thomas.mp3

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How far will you go to succeed in your business?

What are you saying ‘yes’ to? What are you saying ‘no’ to?

Who are you saying ‘no’ to?    (Hint:  If you think it’s anyone other than yourself, reconsider the way you’re viewing it.)

(Sorry for the noise!  It’s an airport, after all…)

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You know the kind of days I’m talking about.  One of “thoooooose” days.  Argh.

Tell me what makes YOU feel better when you’re having “one of those days”.

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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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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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