What is Your Client Actually Saying?

When talking with your clients, it’s crucial that you hear what they are actually saying; to do otherwise can cause your customer to become frustrated.  In most cases, a frustrated customer does not buy. I recently decided to make a purchase for my home.  I can tell that the salesman was intent on following his…

The 3-Step Sales Strategy in the #POTUS Farewell Speech

On Tuesday night, like so many others, I watched President Barack Obama give his farewell speech to the nation. I must admit that it was as emotional for me watching him say goodbye as it was watching him launch his bid to become President in 2007.   And in spite of the challenges our country faces,…

What do you do?

What do you do? This is usually one of the questions asked during an initial conversation with someone. Most of us, myself included, tend to state our job description as the answer to this question. But if I just give you my job title have I really answered the question? Just giving you my title…

Upsell

If you go to most fast food chains and order a hamburger, what is the very next thing you will usually hear? If you said “would you like fries with that” you are absolutely right. In fact, most retailers require their sales force to offer an upsell item for every transaction .I will admit that…

Cover the Cost

The other day I asked a client to make a purchase for me. She had way more expertise with the product than I did and I trusted her judgment. When it came time to make the payment, we had a small challenge synchronizing our busy schedules. I asked her if she could send me an…

3 Reasons Why Email Still Works

Email still works! Now I know you have read one article after another about the demise of email. I’ve even read a few articles that insist it just doesn’t work anymore. So why would I recommend a communication method that seems to be out of fashion? Because email still works.  Here are 3 reasons why:…

Hit Your Target!

Hit Your Target! Everyone is not your customer.  I know you find that hard to believe but the products or services that you offer, no matter how good, are not for everyone.  Remembering this fact alone will keep you from spending countless moments trying to figure out why no one is supporting you.  I’ve often said…