Do you ever get that uneasy feeling that your prospect is trying to get away from you?

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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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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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When I was at THRIVE Business a couple of weeks ago, I played a little game with my wicked smart colleagues, Matthew Goldfarb and Re Perez.

Being a brand strategist, Re posed the challenge of summing up, in three words, what our brand represents.  Each of us shared what we considered to be each other’s three words.

As you can imagine, that’s no easy feat. But it’s certainly fun and thought provoking!

And feel free to vote on my three words at http://thebiztruth.com/threewords

 

 

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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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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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