The world of sales is fast-paced and abundant in frequent conversations with clients and prospects. In “The Seven Habits of Highly Effective People,” Stephen Covey writes “begin with the end in mind.” In sales, this means starting with a vision of the final destination before planning the activity that will
We have a natural tendency to avoid uncertainty – it can be exhausting and debilitating. For this reason we can overlook the fact that “uncertainty” and “possibility” are two sides of the same coin. All of us have varying degrees of tolerance for uncertainty, but according to Nathan Furr and
Yes, I’m an introvert. Now that I’m admitting it in writing, I won’t be able to fake it anymore. But something tells me some of you reading this may also be introverts (… uhmm … hi!). If networking events are a must-do part of your lead-generation activities and you’re anything
I’m writing this within days of the 2nd anniversary of the worldwide realization that COVID-19 would change our lives. And boy, have our lives changed! Fortunately, the risk of spreading COVID-19 has gone down, but this article is not about the virus. I want to cover four points to consider
Think of a Key Account Plan as a roadmap that will help you navigate your relationship with one of your most important clients. Ask yourself the following questions: If you answered “yes” four or more times, a Key Account Plan might be very helpful. It will give you clarity about
When I’m coaching a business owner and I ask “who is your ideal client” I sometimes get an answer that looks like this: “anyone who is willing to buy my product or service.” My next question is “can you describe what this ‘anyone‘ you have in mind looks like?” Some
In many sales scenarios, after a brief introduction, the attention is focused on the product, its features, benefits, and eventually its price. However, the best salespeople have a few questions to ask the prospect before going into their pitch. The right timing to talk about the product is in the middle section of
When I tell people that I’m a business coach, they typically ask me for more details about my profession, so let me address the ten most common questions that I get. 1. What does a business coach do? Business coaching is about helping leaders develop the right skills to achieve
Problems make us uncomfortable. We want to solve them as quickly as we can. As we build our path to reach our goals, we will regularly face obstacles or problems that are slowing us down towards success. I want to focus on the leader-subordinate relationship and their approach to solving
The negotiation stage of a sales process is one of the most stressful phases of the entire cycle, often due to misconceptions. One misconception is that the toughest person wins, so you need to learn to act tough. Another is the fallacy that the other party has more power than
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