In 2009, while working with my life coach, John Dulworth, I learned a powerful lesson that has served me for over a decade. It was to design a business that allows me to live a life of my own making, by mastering the art of a “Powerful No.”
I know… it’s a bit of an oxymoron, right? In an era when so many people preach the importance of saying YES to life, I’m suggesting that you actually need to get better at saying no. That’s because in every YES, you are actually saying NO to something else.Read More
One of the most powerful ways to enhance your ability to sell with ease and success is to master the art of listening. When you learn to truly listen in any sales conversation, you lay the foundation of trust and rapport, uncover buyer needs, and help the prospect understand how you can help.
The trouble is, listening is not something most of us have been taught. Too often in a sales conversation, the salesperson is simply waiting for their turn to talk or thinking about what they will say next. To that end, think back to the last sales interaction you had with a prospect and ask yourself what percentage of the conversation were you talking and what percentage were you listening?Read More
Have you taken an honest look at your relationship to selling? I am asking because it’s your unspoken fear, discomfort, frustration or even disdain for selling, that is actually keeping you from stepping out, playing big and creating the sales you want.
It’s my invitation for you to explore what’s holding you back in sales that has conjured up memories of a time (just five years ago) when I had to take a hard look at where we were with our own sales process.Read more…
My journey with the art of selling has been an interesting one. Just one month into my first business in 1987, it became clear to me that if I did not figure this “sales thing” out, I was out of the entrepreneurial game.
We were newlyweds, lived in a 3-bedroom apartment with my stepdaughter, who was 6 years at the time, and I was fresh out of graduate school. I had my MBA but was essentially clueless about what it really took to have a successful business.Read More