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
‘Ass/u/me’ was a placard that sat on one of my sales manager’s credenza. I was young and had never heard this truism before. He explained to me how we shouldn’t assume anything when it comes to prospects. Since that time, I have come to realize this is sage advice for any part of your professional… 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
Last month in Social Media for the New Entrepreneur, I introduced you to a basic framework for creating your first social media strategy using my 5W Strategy Process, Who/What/Where/Why/When. This month I would like to start diving in to each of these five areas, walking you through the steps to create a powerful, clear, and… 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
