Some time ago, I was sitting comfortably in a sun filled conference room in a suburb of Atlanta, GA. The meeting had barely started when one of my prospects was temporarily called out of the room. This was my chance to speak with the CEO on a more personal basis and outside of the formality… Continue Reading
Unless you are engaged exclusively in an e-commerce business, it is critical that as an entrepreneur you develop a solid network to learn as much as possible what others are doing, and lead to referrals and growth in your revenues. I have found that one of the best ways of facilitating this is via Meetup,… Continue Reading
I was at the gym the other day, settling into a really good running rhythm on the treadmill. About the time I was feeling the tension leave my body, one of the trainers approached me and asked if he could have a chat with me. I noticed my back and arms were tensing by the… Continue Reading
It may seem counterproductive to let go of control in sales conversations. Isn’t the point of a sales conversation to close a deal by moving prospects to become customers and to do this then salespeople have to be in control, right? Yes, and here is the most important point – Salespeople often confuse controlling a… Continue Reading
“Listening is such a simple act. It requires us to be present, and that takes practice, but we don’t have to do anything else. ” — Margaret Wheatley Capture Your Prospects’ Attention and Keep Them Engaged The very next conversation you have with a prospect can reveal if you are hearing or listening to the… Continue Reading
“He explained to me with great insistence that every question possessed a power that did not lie in the answer.” – Elie Wiesel, Author Selling Tip: Asking questions of your prospect can either open the way for more conversation and build trust or shut down a prospect’s interest in speaking with you. Last post, I… Continue Reading
Sales Tip: Next time you are about to talk about your product with someone, explain one powerful benefit of your product that you think she wants to her about and then ask, “Are you interested in hearing more?” Selling is all about relationships These four ways of interacting with a prospect give space to the humanity that is… Continue Reading
