Recently, Iwrote aboutabout creating specific, compelling goals that pull you towards what you want in your business, career and life. It is important to have a goal written down, and it is equally as...Full Article
We use only 5% of Gods given potential, 95% of them is not used. Why not tap the 95% of our Creative Intelligence and achieve our desired goals. Our goals are limitless because of our creative imagina...Full Article
You may not realize this, but when if you are in the early planning stages of developing a product, the best thing you can do is STOP and write the sales letter first! But wait a minute (you might be ...Full Article
What can strike terror into the heart of even the most successful sales professional or entrepreneur? Cold Calling.What can crush self-confidence, destroy self-esteem and leave even the most seasoned ...Full Article
Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty Cat. The telephone rang. Usually on a Saturday morning, I screen my calls, but this morning, expecting a frien...Full Article
On an introductory call, your voice is your instrument. During a face-to-face meeting, you have visual cues and body language available to add layers of meaning. On the telephone, you have only your v...Full Article
While working with a new coaching client, I asked to hear her sound bite. Everyone needs a good sound bite. A sound bite, sometimes also called an "elevator speech," is a 10- to 15-second co...Full Article
I learned something very interesting this week. Thankfully, what I learned was really at no ones expense. What I learned is that when you are on a sales call and you believe there is a possibility (ev...Full Article
A conversation:The Salesperson: "I dont cold call-I want to build relationships."Wendy: "Huh?"Recently Ive had a number of conversations with sales professionals and entrepreneurs ...Full Article
How do you respond when an absolute stranger calls, at work or at home, and begins to ask questions? "Are you the person who??" "What is your marketing strategy?" "Do you own ...Full Article
The above quote, "Eighty percent of success is showing up." is from Woody Allen. It was particularly appropriate this past weekend.I went to take a dance class. My favorite teacher was back ...Full Article
Several weeks ago, I conducted a "Mastering the Cold Call" seminar for the Printing Industries of Connecticut and Western Massachusetts. At the end of the seminar, a participant came up to m...Full Article
What do the words that you use say about you? What is your basic message? Do your words support that basic message?As a business owner, entrepreneur or sales professional, part of your message must be...Full Article
Over the years, I have been amazed at the blinding greed and reckless approach to commerce that some business owners have employed. Lying to customers, selling inferior merchandise, and not offering r...Full Article
I know, dont groan. You have to do them if you want to get properties and make money. Believe me, I used to hate cold calling. For those of you that have read our book, Who Makes It Happen: Back On Th...Full Article
A lot of effort is put into getting new clients. We all know our client base will change. Previous clients can move to a new area, sell their business, close down, or change their priorities. So findi...Full Article
Junk mail. We all get it. And it goes straight to the trash can. How do you make sure your marketing piece doesnt end up in the round file?Give it the who cares test. You have approximately five secon...Full Article
Do you clam up on the telephone? An advertising rep called the other day to sell some ad space in a local news magazine. After I said, Hello, there was nothing but monotone dialog until I interrupted ...Full Article
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Selling a service isnt the same as selling a product. Your prospect is buying an intangible. There are no shiny buttons to show off. You and your company are the visible representations of the service...Full Article
