Articles
People rarely buy things they don’t understand. When speaking with clients and prospects, it always helps to take a moment to check ourselves and ensure we’re speaking their language.
How can you use voicemail effectively so that you eventually have that conversation or earn that meeting?
Learn a few ideas that top performers find helpful in achieving goals.
Top performing salespeople and sales leaders are who they are because they continue to improve. Learn some simple approaches to how they hold themselves accountable.
The coach of 1983 national college basketball champion N.C. State, Jim Valvano will forever be remembered for two famous speeches. The first came at Reynolds…
You’ll get more referrals and more business if you make asking for referrals a habit. Learn 3 approaches to become a top performer.
A quick recap is critical in furthering relationships and strengthening your credibility with prospects and clients.
Use this quick approach to get your audience talking, exposing potential problems and opportunities, and uncovering emotional needs.
Your clients and prospects prefer to work with confident sales and service people because they expect us to be experts in our area.
When we observe and interview top performers, we find that many of them conduct a mental and sometimes verbal rehearsal of the ideal client interaction to PRACTICE before the real thing.
We all need practice. Do you spend more time building your presentation or practicing your delivery?
Use relentless preparation, an agenda, and encourage interaction in your next presentation.
Too often, email is overused. Top performers tell us they prefer the phone over email.
Top performers aim to minimize resistance before responding directly to an objection. Learn how to make clients and prospects more receptive with a few thoughtful steps.
SWAG—Socialize With A Goal!