Last week I had a surefire deal go up in flames. I have to say it was a shock, even to me. I was about to close a deal with a new client. The prospect and I were on the same page. We had a solid rapport and seemed to “get” each other. It looked like nothing could...
Have you ever had an uncertain client that gets your hopes up but never quite gives you a straight answer? I’m talking about those people who you seem to vibe perfectly with you. The prospects whose lives you KNOW you could change with your offer. But for whatever...
Are you getting the sale as often as you want? You’re putting yourself and your business out there, every day. You’re having sales conversations, following every business guru’s strategy to the letter, and betting it all on the deals you hope to close. But for...
Have a solid follow-up plan is crucial to your long-term sales success. Think of this scenario: You have a new prospect, and they seem like a perfect fit. You decide to seize the day and ask for the sale. And what do you hear in return? “Thanks, but not right now.”...
Ideal Clients. I bet you’ve slogged your way through at least one of those ideal client avatar exercises before. You know, detailed worksheets where you write down everything that you know about your dream clients, from favorite weekend hangouts to most preferred...
Saying no is going to be a requirement if you want to have a successful business. So often, we think the only person who can ever tell us no is a customer. But sales is also a two-way street. Sales is a relationship. It’s an exchange between a buyer and a seller. And...
