I know it sounds crazy. Seriously, if you’re in sales, which is most of us if we own a business ;), don’t you feel like you HAVE to impress your prospects? Isn’t the perfect presentation the ONLY way to knock their socks off and make them say YES? Not exactly....
I had a major realization about FEAR in sales the other day, and was an eye-opening a-ha moment for me. What happened? I saw the most common of entrepreneurial fears in a whole new way… Last week, I was teaching at a live event and sharing the finer points of...
Here’s something that may (or may not) shock you. Ready? Not all leads should become clients. Just because there’s interest doesn’t mean someone is right for you. And with some prospects, you just KNOW from the jump that they’re not a fit. You might remember a pair of...
My friend and colleague Donald C. Kelly had a moment a while back where he was SURE that a deal was in the bag. The prospect had a need. Donald’s company had the solution. He knew that the client had the money, and that they were more than ready to sign on the dotted...
It happens to the best of us. That prospect you’re on the phone with has ALL the warning signs. Your gut is telling you to get off the call NOW before you get in over your head. But instead of graciously backing out, you make that client an offer. I was talking to a...
We all want more leads, more prospects, and more sales. But just because someone shows a little interest in working with you does NOT necessarily mean they’re the client from heaven. This is something that I found out the hard way. Not all leads make good prospects....
