Coffee is For Closers: Sales Training Videos
Episode 40 Live Show: Overcoming Fears So You Stop Talking Yourself Out of Sales
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....
Episode 39 Live Show: Stop Talking Yourself Out of Sales
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 The...
Episode 38 Live Show: When Not To Qualify Leads
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...
Episode 37 Live Show: Qualifying Leads with Donald Kelly
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...
Episode 36 Live Show: Your Tutorial on Qualifying Leads
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...
Episode 35 Live Show: Pre-Qualify Leads with Shameca Tankerson
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....
Sales Blog
Terrified Of Making A Bad First Impression? 3 Mind-Blowing Ways To STOP Worrying And START Selling
Ever hear that old saying, “You never get a second chance to make a first impression?” It’s popped up everywhere, from commercials to self-help books to internet quote memes. It’s an old-school idea that you probably have in a repeating loop in your brain, just like...
The Surprising Way You Might Be Talking Yourself Out Of Sales Conversations
Have you ever talked yourself out of sales conversations? Believe it or not, at some point, every entrepreneur talks themselves out of a sale. Sounds crazy, I know. You own your business. If you don’t make sales, you don’t have a business. Simple enough, right? But...
4 Signs That You SHOULDN’T Follow Up With A Prospect
If you’ve been hanging out with me for a while, you also know that I’m ALL about the follow-up. After all, it’s no secret that even with ideal clients, sometimes it takes up to 5 conversations to get the green light on a sale. I’m also all about qualifying leads....
Show YOUR Value: The Missing Piece To Qualifying Leads
One of the most important aspects of selling is being able to show your value in a way that your prospect understands. You want to be sure that you not only invite in the clients who are right for you, but also your offer serves THEM in the best possible way. Here's a...
How to Avoid The WRONG Clients By Asking the RIGHT Questions
Do you know the right questions to ask to find your ideal clients? I bet you LOVE how inspiring it feels when your clients get the results they want. They’ve achieved what they never thought they could, and you’ve helped them work miracles. They have what they’ve...
Ideal Clients ONLY: How Prequalifying Clients Streamlines Your Sales
Are you prequalifying clients, or do you take on any client that walks through your door? We all have those moments of weakness, especially when we’re just starting out in business. You need a sale. You’ve been waiting for someone to show a shred of interest in what...