Telling isn’t selling so STOP doing it!

Telling isn’t selling so STOP doing it!

Telling isn’t selling so STOP doing it! Everyone knows how to have a conversation, right?  Every time we make a compromise to ourselves, we diminish something within us. We cheat our higher selves.Because it’s never really about being our best for other people...
My sales team is driving me crazy!

My sales team is driving me crazy!

My sales team is driving me crazy! “Why can’t they just do what I’m asking?”  “Why aren’t they increasing their activity levels?”  “I’m just asking them to do what’s in their position description – if they did that they’d hit their targets!!” I hear these comments all...
Competitors are a reality

Competitors are a reality

Competitors are a reality Who are your competitors?  How much do you know about them? Do you know what they do better than you?  Do you know what you do better than them?  How are you viewed by prospects in relation to your competitors?It’s easy to ignore your...
Closing the sale

Closing the sale

Closing the sale So often, I’m told by prospects that they’re biggest sales issue is closing the sale. I’m told that they need to learn closing techniques; that their sales people don’t know how to close. And I know with 90% certainty that it’s going to be something...