2020 was an unprecedented year. Between the pandemic, social unrest, the presidential election and economic uncertainty, we are all ready to put this year behind us and turn to the year ahead
But, if you are not careful, turning too quickly to what’s possible next year becomes a drug we take to numb the pain and discomfort of goals unmet.Read More
In all my years of building businesses and coaching thousands of entrepreneurs, I have found that one element, more than any other, drives one’s ability to succeed in business. It’s a belief in one’s ability to deliver on the promises they make in their offer. Whether the promise is to lose excess weight, 10x your income, heal a broken marriage or close more ideal clients, we need to feel confident in our ability to inspire lasting change in the lives of our clients.
When we doubt our ability to deliver on the promises we are making in our marketing or high-ticket offers, we shrink back, play small and fail to enter into client conversations with the confidence they are longing to see.Read More
Your clients are calling for a change. No matter what niche you play in or how you market your products and services, clients show the demand for change with reduced open rates and declining conversion. Through this, they are telling us that it’s time to change the way we court and close our clients.
Gone are the days when e-zines, special reports and never-ending email campaigns are enough to win the trust of our potential clients and move them to a buying decision.
Today’s consumers are begging us to stop all the hype and elevate our sales process to the level of significant – even sacred – communication.Read More
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
This is the 5th habit outlined in Stephen Covey’s iconic bestseller, The 7 Habits of Highly Effective People. It’s also the second secret in my 10 Sales Acceleration Secrets that we kicked off last week.
While I first read Mr. Covey’s book in the early 90s soon after it was published, it was not until 2016 that his 5th principle sparked the idea for one of my companies I currently run, called Smart Biz Quiz.
Here’s how it went down…Read More
There’s no way around it, sales are the lifeblood of your business.
No matter what stage of growth you are in, revenues are your top priority and the key to your survival and long-term success.
How can I be so sure?
With each of our 7 business startups, never did we infuse them with a chunk of cash. Instead, we bootstrapped it, challenge ourselves to get the revenues flowing as quickly as possible. Without deep pockets or high-limit credit cards, we became scrappy, resourceful and all-out courageous. Not just to pay ourselves, but to have the money we needed to fund the vision we were all working toward.Read More
Here’s a quick quiz…
Which would you rather have?
- 5000 people on your list with an open rate of 10%, or
- 1000 people with an open rate of 50%?
Spoiler alert… it’s choice #2.
Why? Because in today’s market it’s not just about “eyeballs on your offer” it’s about the quality of connection between you and the person at the other end of the email. Open rates depict engagement and engagement predicts responsiveness to your offer.Read More