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 […]

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

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 […]

Dramatically Improve Your Networking Results!

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.” […]

It’s Not Always About Price

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 […]

Tools of Professional Management

. “…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 […]

What NOT to Say-The Importance of Human Relation Skills

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 […]