Why do some businesses grow, prosper and continue to thrive, while others hit a sales and profits plateau?
Okay, here’s another question, why do some salespeople grow, prosper, and thrive while others never make it?
These are questions I’ve been pondering for the past 30 years. Read More »
What do you have in common with a doctor?
Well you never went to medical school and you don’t wear scrubs. And not to mention, the sight of blood makes you squeamish.
So nothing, right? Wrong! Read More »
Tom, one of my consulting clients, is in financial services. One afternoon he was telling me about the wonderful appointment he had just had with John – who is an elephant – a H-U-G-E prospect.
Tom had just spent the past hour… Read More »
If you’re in business for yourself or working with a small company, you’re wearing many hats.
That’s just the way it is.
You may be responsible for answering the phones, some selling, checking inventory, and sweeping the floor. Many entrepreneurs work alone and do it all. The question of how well your business does is strictly up to you… Read More »
You set a goal for yourself to make a certain amount of sales in a week. But by Friday you’ve had more rejections than you can count and you’re not feeling very successful.
There are 10 things people do on the phone that always lead to automatic no’s…Read More >>
Don was working with Phyllis at Ajax Manufacturing and was about to put a proposal together.
He needed some additional information about their situation.
He sat down wrote a list of questions and sent… Read More »
Dear Jeff, I’ve got this problem. I’ve been calling customers to follow up on quotes that I’ve given them and on prospects who have expressed an interest.
They tell me they haven’t had time to look at the proposals or aren’t ready to… Read More »
It seems a little bit unfair.
E-commerce sites induce customers to whip out a credit card and complete a transaction online. But for those of us who offer a service—consultants, accountants, copywriters—that’s not the way it’s done… Read More »
If you’ve ever been kept waiting on a response from a potential client, you know that you have two decisions to make. Your first choice is to let them sit on it and take time to contemplate what they really want to do.
And your second choice is to… Read More »
What do you think of when you hear the phrase, “closing the sale,” what comes to mind?
Force? Intimidation? Persuasion?
To me “closing the sale” means… Read More »
