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We all have had that unsavory feeling on both sides of a phone call. As a recipient, we check our caller ID and let the phone keep ringing if we don't want to answer or are too busy. If we are the one reaching out, we have had
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Trying to appear perfect is merciless. It is irreducible. You either are or are not. You can't be 95% and call it a success. If you are trying to go after perfect then you have to clear the bar and leave no stone unturned. This is great for
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Most of selling is about staying on task and in rhythm. If you are in a large organization, then there may be stages, criteria and a bunch of data tracking and collection you are doing for your managers. But if you want to focus on the thing that will move
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The healthy exchange between two businesspeople is for one to offer value and the other to offer commitment. If one of these is missing, it's a bad deal. It's often hard to read a buyer's motives. If they are receiving value during the sales
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Yes, there are many new communication channels out there with social media. But, when you look at how deals are largely made for professional salespeople, email is still the way deals get nurtured and get closed. You watch your email closely, because you can see whether an order comes in
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Most organizations have a way that they sell based on their comfort zone. The story is typically one of circumstance. A previous connection into an industry or a network started the first customer engagement. This is not uncommon. It's low hanging fruit to work with who you know
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When someone tells another person about a great service they experienced, it has to be authentic. If we ever sense there is any contamination by money, business agreement or the like, we can sniff an obligatory referral from a mile away. I have found that the people that refer me
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Your business may be sufficient the way it is. There's always room for improvement if you are serious about connecting with your audience and your customers. Being professional is one area that business owners like to emphasize and customers articulate when they are dealing with anyone. It provides
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A great form of flattery is to be prepared when you meet someone. It is a respect of their time and their work when you have done research on them before you have met and can dialogue about their concerns and pursuits. I would say it is a discipline and
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Sometimes selling to a stranger becomes more strained than it needs to be. There's too much talking and not enough action. Talking about what you do rather than starting to work together can erode the sales cycle. One of the ways to build trust quickly is to work
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When things look or feel expensive, we have a natural emotional reaction. The emotions can range from anxiety to fear to excitement depending on our experiences. If you are not used to buying or understanding the value of professional services, for example, then you may react to a proposal with
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Today's reality invites us all to be easily distracted. There are overwhelming amounts of information, options and ultimately, noise, that we are pulled towards. There are many good things that are not the best things that we end up spending energy on. Besides the consumer perspective, there is