Do You Study the Averages?
Do You Study the Averages?…It is always good to research the averages for your endeavors. But the error many sales trainers make is to suggest we strive for those numbers. Bad Idea!…
How Do You Define Client Needs?
How Do You Define Client Needs?…Everyone knows that address client needs encourages more sales. But do you dig in enough to understand what motivates each client to buy – and – remain loyal?…
Do You Use Mentoring to Build Business?
Do You Use Mentoring to Build Business?…A variety of ways are available for using mentoring to build a business. Whether you are seeking a new job, wanting to advance your company, or increase sales, consider the possibilities. Everyone has a unique experience and can contribute to the conversation…
Do You Ask for Protocol on Follow-up
Do You Ask for Protocol on Follow-up…Tenacity for follow-up is essential for successful sales. However, following the ‘rules of the game’ will make or break your record…
Do You Combine Social and Business?
Do You Combine Social and Business?…Combining a social element with business invites creative thought. Consider how you may mix the two for a fuller sales pipeline…
How Do You Intend to Lead?
How Do You Intend to Lead?…The way in which people lead comes in a variety of styles as we witness every day at work and in the news. Consistency in the way you typically behave and approach matters will define your leadership capabilities…
Are You Adding Value to Client Services?
Are You Adding Value to Client Services?…In comparison to previous years, the accountant provided extraordinary value in his client services. Although tax time is never fun, the process was painless this time…
Are You Making These Communication Errors?
Are You Making These Communication Errors?…Our communication style determines our outcome for sales. Clients appreciate the professionally personal style that builds relationships and business. The process begins with a smile and the motivation to serve others well.l…
Are You Ready to Climb the Career Ladder?
Are You Ready to Climb the Career Ladder?…When we take the challenge, climbing the career ladder takes both strategy and motivation. The question is, are you comfortable being with being in over your head somewhat to move beyond today’s achievement?…
Do You Value Yourself to Speak Up?
Do You Value Yourself to Speak Up?…Personal obligations plus work will often take away from the attention you occasionally need to give yourself to speak up. However, to do any job well, it’s important to pay attention to what you hold important…
How Do You Define Value?
How Do You Define Value?…In the sales environment, clients view value as defining an all-encompassing package. The sentiment is, ‘people buy you,’ but only if they have a good reason…
Where Are You On the Confidence Meter?
Where Are You On the Confidence Meter?…The question was asked, ‘Don’t all successful people have confidence?’ Just as one approach does not suit all, not everyone among the talented is fully confident. Being the salesperson, I offered the reasoning behind my answer Just as one approach does not suit all, not everyone among the talented is fully confident. Being the salesperson, I offered the reasoning behind my answer. And an exchange of insights is the expectation versus the silence…
Are You Aware of Business Lessons Leading Up to A Crime Scene?
Are You Aware of Business Lessons Leading Up to A Crime Scene?…A day off to celebrate an occasion turned into one of concern as we slowly approached the crime scene. There were lessons to learn on several levels…
Are You Selling Value?
Are You Selling Value?…It is always surprising when people approach selling a product without mentioning the value it will provide. Without drawing the picture of why services are needed, representatives need to drop their pricing versus holding steady…
Do You Know House Guests Model Client Meetings?
Do You Know House Guests Model Client Meetings?…Being a house guest is very similar to preparing for client meetings. Only most visitors do not think ahead in this sense. The error is they solely focus on their vacation or themselves. A friend shared her experience that gives valuable lessons to be applied to meetings…
A Guide to Choosing the Best Digital Channel for your Business
A Guide to Choosing the Best Digital Channel for your Business…Ever since social media came along, almost everyone jumped on the bandwagon to join the digital crowd. You’d be hard-pressed to name any of your friends that don’t have a profile on Facebook, Twitter, or any of the top social platforms…
Do You Pay Attention to Gamification Gurus?
Do You Pay Attention to Gamification Gurus?…In October 2011, I was working from my brother-in-law’s room in a farmhouse in West Sussex, England. I had hit a dead end. My wife was pregnant with our first child; I knew having a family would mean more costs yet my startup business focused on gamification of work was going nowhere. The product was behind schedule, the marketing plan hazy, the sales strategy unformed…
Delayed Problem-Solving Affects Your Bottom-line
Do You Realize that Delayed Problem-Solving Affects Your Bottom-line?…Most people recognize that delayed problem-solving affects the bottom-line. However, few will take swift action to resolve problems. Today’s illustrate what can go wrong.
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