I’ve seen many a client’s eyes glaze over after the 32nd slide. These information dumps are typically overloaded with features and functions. Your clients want to know about the benefits of your products and services and what they can do for them? Instead of sharing too much data, statistics and information, give your clients an […]
Three Causes of Client Conflict
Do you ever have conflicts with your clients? Unhappy clients can certainly keep you up at night. You replay the scene, over and over. Why did the issue happen? How could I have prevented it? How will I fix it? It’s so easy to stress out over our clients since they are the reason for […]
What’s Your Customer’s Communication Style?
Direct or Indirect? I recently sat down with a potential client for the first time in his office. He graciously asked me if I’d like a cup of coffee or a bottle of water. When he returned, I planned to explore his goals for the upcoming semi-annual sales meeting. Unfortunately, the meeting took a different […]
What Exactly Are They Saying?
When I was a rookie sales person many years ago, I made a big mistake. It was one of my first sales calls.
Should I Talk More or Less?
“… the biggest problem sales professionals have is their eagerness and enthusiasm to…”
The 6 Most Expensive Words In Sales
Bingo! We just lost control because whoever talks first loses…
Death by Talking
… At the 25 minute mark we gave him a 5 minute warning. He ignored it. What was he thinking?…
In Sales… It’s Not About YOU!
Have you ever had a sales call turn out differently than you expected?
Two Questions You Don’t Want to Ask
… But just before the meeting ended, he asked one more question that I think changed everything…
Questions that Make a Difference
…I start by asking the usual sales 101 question, “what are your most important needs…” WRONG!
