One Hour to set up your Year.
One Hour a day to Accomplish Your Goals. In our first article on goals for 2018, I talked about overcoming the obstacles that prevent you from accomplishing those goals. In this article, I am going to talk abo, t spending time each day to help you stay on track...
The “thing” that gets in the way of your goals Part 2
Six Obstacles Preventing You from Achieving Your Goals at Media Sales (Part 2) In my last post, I talked about what I thought might be some of the obstacles that stood in the way of achieving my goals for the past 12 months. Here they are again. The goal might have...
The “thing” that gets in the way of achieving your goals.
Six Obstacles Preventing You from Achieving Your Goals in 2018 As the year begins I want to talk about the “thing” that gets in the way of you achieving your goals. Over the holiday break for me, it’s a great time to reflect on my past achievements for the year and...
More Than One Word Answers.
In our blog last week we talked about keeping the client talking, and asking questions that opened up a conversation. Are you Asking Open-Ended Questions? One way to do this is to ask open-ended questions. What are open-ended questions? Definition: Open-ended...
How to Keep your Clients Talking.
The Right Questions Over the last two weeks, the theme of my blogs has been questions. The ones we ask ourselves and the one we ask others. Many people struggle with sales because they think selling means using the tricks and techniques that slick salespeople use....
Do Open Questions Sell? Yes or No?
How do you train your salespeople to have fun selling? People can learn to ask open-ended questions. There’s a great exercise I do with salespeople, called “What’s in my pocket?” It was taught to me by one of my best staff members—and best friends—at NRS Media,...
Ask Yourself These Powerful Questions Everyday.
Ask yourself these Powerful Questions. Last week I talked about the importance of asking yourself powerful questions when it comes to conditioning your mindset. To finish off that discussion here are some business questions you might want to think about as you move...
Sales relationships hinge on the ongoing conversation you have with yourself
Start a Conversation with Yourself A successful sales relationship hinges on the ongoing conversation you have with your customer. The dialogue starts, strangely enough, with the conversation you have with yourself. You can listen to others more effectively when you...
The Difference between a Large One and a Small One
Distinguishing between a small and large sale If you get the chance, read the best-selling book Spin Selling authored by Neil Rackman. Rackman maintains throughout the book that there are fundamental differences between a small and a large sale and require different...
Reducing your Business Risk is Easier than you think
Reducing your business expenses is easier than you think A leading manufacturing company based in Japan is said to have saved a quarter of a million dollars just by turning off the lights. The company ran a competition with a reward asking people to answer this...