The Reason You Are Losing Sales


I’ve been in professional sales for over 20 years.  But, I don’t ever sell anything.  “What!?” you might be saying.

I don’t sell anything because I sit back and let my probable purchaser take from me.  I know that if I give them enough information and ask the right questions, they will make the decision which is in their best interest.

The key: they need to see the benefit

Whenever two people see things the same way, they most likely come to the same conclusion.  This is a universal law.  Effective questioning in your sales process will help people see what you see.  Which is that they should do business with you.   Giving the right information, only the information that is relevant and important to your probable purchaser will help too.  (Note well that I am not talking about “pitching!”) Continue reading

Meeting and Information Flow- How Well Do You Do This?

meeting flow

Having a meeting flow routine  is an important discipline all high performing organizations have, regardless of size.   I took the following from “Mastering the Rockefeller Habits” by Verne Harnish.  (A great read by the way!)

There may be some things that you can add to your organization which would be beneficial.

I would suggest talking with your leadership team about how this might benefit you.  If it’s a “GO”,  make a decision on how to implement ASAP.

Most importantly, make a COMMITMENT to stick with this for the long haul.  Specifically, you don’t want to be viewed by your employees as leaders who start an initiative and then allow everyone to slip back into their old ways.  This will make any future continuous improvement efforts you have much more difficult if they are viewed as a “flavor of the month.”


Meeting Flow: A routine to set you free!

Predictable winners are those who have established a rhythm and a routine of having meetings.

How will you make your quarterly goals if you aren’t driving performance monthly, weekly, even daily?

Regular meetings with key people allow you to talk about new opportunities, big picture concerns, and bottlenecks as they arise.


Daily Meeting-An Imperative

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If You Don’t Plan, You Are Guilty of Neglect

business planning

I believe that there are 3 basic beliefs when it comes to business.  They are particularly relevant when it comes to business planning:

1. The best way to predict your future is to create it. 

2. The greatest form of abuse in this world is neglect. 

3. If you fail to plan, you are planning to fail. 

There is a simple reason which makes this important.  If you don’t invest the time to think through your goals and craft your plan  for the rest of 2017 and then for 2018, you’ll be guilty of neglect…and you will by default, compromise your future. 

Pause for just a minute and give that statement the consideration it deserves.

 You can create the future you want on your terms.  Use the planning model below.  It is simple to understand.  However, it is not simplistic. Plan on spending about 4-6 hours to work through it.  It is easy to implement but without focus and accountability, you can easily get off course.  All the components are there which are necessary for you to have a plan which is actionable.   

Get started on your future today. As Henry David Thoreau has so beautifully stated, “Go confidently in the direction of your dreams. Live the life you’ve always imagined.”


Business Planning Model Continue reading

Dramatically Improve Your Networking Results!

improve networking

Networking is a great way for entrepreneurs and professional sellers to generate leads and get appointments with prospects.    More leads- more appointments- more sales.  The formula is pretty simple.

Why then are so many not taking full advantage of the networking opportunities they have?

I hear a lot:  “I’m just not a good networker.”   That’s an attitude issue which has a fairly simple fix.  Change your thoughts and believe something different!

Another reason is lack of skills and knowledge.   That’s a simple fix too!  It involves learning networking best practices and applying them.  After all, when you learn something new, you can do what you were doing better.  Better actions lead to better results.

Networking can take many forms.  While these principles apply to most networking opportunities, I am primarily addressing the networking mixer in this article.

I’ve broken networking “to do’s”  into 3 time frames:

1) Pre event

2) During event

3) Post event

I’m not going to tell you what to do.  I’m going to share with you what I do.  It will be up to you to decide what you will do.

Before getting into the event details, here are two of the best definitions of networking I’ve come across.  Ad three fatal errors to avoid:

Networking Definitions:

1)   Networking is an attitude involving building relationships and resources.   A positive attitude is everything.  In the bigger picture, its an approach to life and not just a thing to do. Your attitude toward networking will impact your results.  If you would rather not be at an event, do one of two things:  Don’t go or change your attitude.   If you choose to go, make it a positive experience.  It may pay off big time!  I had a networking connection turn into a client who has engaged with me for over $25,000..  I think that’s pretty cool.

2)    Networking is a method of accomplishing goals through the power of synergy and teamwork. The goal of building networks is to contribute to others. It requires a shift from focusing on yourself and your needs to the Joy of Giving.  I regularly give referrals to colleagues in my network.  They think that’s pretty cool! Continue reading

Success Quotes From the Founder of Success Magazine

success quotes

ThESE Quotes are taken from the book “He Can Who Thinks He Can.”  It was published in 1908 by Orison Swett Marden, the founder of Success magazine (1850-1924.) 

It’s significant to note that they were underlined by the hand of John Patterson.  He is widely considered the father of sales training.  Enjoy them!

  • Self-reliance is the best capital in the world.
  • Self-deprecation is a crime.
  • The greatest enemies of achievement are fear, doubt and vacillation.
  • Every child should be taught to expect success.
  • If others can do such wonderful things why can not I?

Continue reading

Master These UNIVERSAL LAWS for Greater Success

universal laws

It is significant to note that the following are UNIVERSAL LAWS.

However, It is not enough to just know them or be familiar with them.

You will accomplish all that you want with certainty, when they are mastered. In light of that, you should seek mastery.

Moreover, it doesn’t matter if you don’t believe in THE LAWS.  In fact, they are still always at work.

Similarly, it doesn’t matter if one day you stop believing in gravity.  If you go to the top of a 10 story building and jump off of the roof, you will always go down.  That’s the way laws such as this work.

I spoke on this topic back in 2014 at a Toastmasters International conference to a standing ovation.    The full presentation is available below.

Here are THE LAWS:

Continue reading

It’s Not Always About Price

lost sales

When professional sellers tell me they have lost sales to price, it’s like hearing nails raking down a chalkboard. Especially if it has happened over and over.

Some people only buy on price.  That’s reality.  It is possible  to minimize the number of people just buying on price though.

Here is what to do

Price is a part of every buying decision.  It’s important to realize that it can be less of a factor though, if the goals of the first three steps of the selling process are met: Continue reading

Tools of Professional Management

.management tools

“…at some stage ‘entrepreneurship’ is not sufficient and the nature of the organization must change, together with the people who run it.” Eric Flamholtz “Growing Pains”

How well do you cope with the endless day to day problems in your business?  AND simultaneously keep an eye on it’s future direction? Both are critical.  However you will need the right tools to do both; the Tools of Professional Management.

In this case, I recommend that every entrepreneur use the following tools. My challenge to you is to review them. Then ask “How well is this being put to use in my organization?”  Commit to doing something about it if you are not satisfied with the answer.  In fact, that is the only way anything will change.

The Tools of Professional Management

Strategic Planning

This process is a critical resource for managing growth and development. It defines the company’s future direction and provides a focus for everyone’s efforts. At the very least, planning should include:

  1. Goals,
  2. Objectives, and
  3. Action steps to achieve goals.

Strategic planning helps employees start to understand the direction the company is taking.  Also their role in its development.

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What NOT to Say-The Importance of Human Relation Skills

effective communication

Excellent technical skills are a must for any business.  Outstanding verbal skills are also, as they influence customer service, sales, team effectiveness, efficiency, and turnover.  If you say the wrong thing, or say something the wrong way, you risk losing customers and prospect opportunities.  You jeopardize effective communication with everybody.

It doesn’t matter what type of business you are in, you are also in the business of interacting with people.  This requires developing and managing both new and ongoing relationships.  You must have a good understanding of persuasion and influence.  In other words, you need to know how to get the outcomes you really want by using the power of your words.

There is a very thin line in any dialogue between being tactful and persuasive and not being understood.  Or being confrontational.  Which do you think leads to better outcomes?

I have listed a few things to be aware of saying or not saying.  I have also explained the “why” for you.

With a few small changes you will find yourself getting much better results!   Continue reading

Why Effective Questioning Leads to Sales

effective questioning

I talk with clients a lot about effective questioning as part of the sales process.  (Notice I said “effective questioning.”)

In his book “To Sell is Human”,  Dan Pink gives the reason that questioning is so powerful.  The book is a study of the psychology of moving people aka: Sales.  (I do this type of studying so you don’t have to if you don’t want!)

The significance lies in the core of how questions operate.  Let’s contrast this first with a statement.

When you make a statement, it can be received passively. You know, in one ear and out the other. This is what happens when you “pitch.”  And why a pitch so often falls on deaf ears.  Telling is not selling.  It’s certainly not helping a prospect buy from you.

When you ask a question, the receiver is compelled to respond. Either aloud if the question is direct, or silently if it is rhetorical.

That requires at least a bit of effort on the part of your prospect. Or as researchers say ”more intensive processing of message content.”  That’s the key!  Make your prospect think. Continue reading