Keeping the wolves at bay
Keeping the wolves at bay… I have had a client for a long, long time. They are a signature client and many other clients come on board with me because of THEM! They are important to my past, present,...
View ArticleEverybody skims…
This post is designed for YOU to get your message across to the customers that matter. A recent a-ha moment! I recently got advice from the SPECTACULAR Erika Napoletano (of www.redheadwriting.com fame...
View ArticleAND….we’re back!
For a moment, I forgot that what you expect from me is hard-hitting messages. Things you can read in two minutes… I was becoming a “blogger”…HA! Here’s what I remembered (sorry I forgot). I am your...
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Own Up!
Ever had that one client, that one boss, that one family member that EVERYTHING you do with them doesn’t work? No matter what they need, you screw it up? I had a presentation with THAT customer today!...
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The Handwritten Thank You Note Strikes Again
The Handwritten Thank You Note Strikes Again I got STRUCK today. With my own advice. Remember that fabulous interview we did last week with Bob Burg? The one where HE gave us his precious time and...
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The quote to sum it all up for the week…
OK, you are just going to L-O-V-E this. For Christmas, my darling bought me a daily calendar entitled…WILD WORDS FROM WILD WOMEN. I am going to take many of my quotes from this woo-to-the-hoo calendar....
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Embrace your inner ROTFL
Embrace your inner ROTFL OK. If you can distract yourself from the distracting picture, let’s have a serious talk. (hee hee, serious?) Wanna have EVERYTHING you ever wanted? STOP TAKING YOURSELF SO...
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The Power of “What Are You Doing About That NOW?”
You’re in a sales conversation. Things are going pretty great. The questions your customer is asking are easily answered by your solution. THEN, they throw the zinger at you. The question you can’t...
View ArticleLet’s cut to the C**P, shall we? You wanna be #1?
OK, I very rarely invite untoward language… But, here it is… On a call with Gary Hart today (http://www.salesdujour.com) I spoke with a man who has BEEN selling his whole life. (HINT: you may be...
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Using the THREE Fundamentals of networking to sell!
A good friend of mine emailed me a FANTASTIC sales training video today. It sparked my imagination and I have added THREE things to my sales process – that I have learned about great networking. I...
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Take the OFFER off the table…but, don’t take YOU off the table
When you take yourself away, you hurt yourself Sitting in a sales meeting with a VIP at a company I would love to have as a client. You know the one. The pretty big deal who would make a great...
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Fake it ’til you make it?
When I was first getting started building my Investment Management business, I was terrified of meeting with clients. I had the education. I felt confident that I could help, but I was afraid to ask...
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If you ain’t buyin’ it, they aren’t either!
Even the BEST salesperson in the world can’t sell just ANYTHING. Take for example, my very good friend. He loves the product he sells and there are some add-ons that make sense for the right buyer....
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You can’t bamboozle your customer! PUH-LEEZE!
I was in a sales training and the sales trainer LAMENTED that times have changed. It USED to be that the salesperson had the inside scoop NOW, the buyer can find everything they really need to know...
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When the “I’s” DON’T have it!
Wanna send a powerful email? As a follow up? Or as a first-contact? Or an initial call? Leave the “I’s” aside! We often want to send messages (or phone messages) that start with “I” or “MY” EXAMPLES:...
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Who’s driving the train, anyway?
Just because you are not the one talking, does not mean you are not guiding the sale! In fact, it is USUALLY just the OPPOSITE! Today a magical and truly wonderful thing happened! I was in a meeting...
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From an Irreverent Mixologist
From the Traveling Elixir Fixer, a brilliant quote: “I don’t care what you believe, just behave yourself!” (via And yes, you should become her fan! https://www.facebook.com/TravelingElixirFixer) Love...
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Lose the pronouns!
OMG! I was in a TERRIBLE sales presentation the other day. TERRIBLE. The presenter was Hooked On Pronouns. “We, you, they, it, he, she, their” … it went on and on. (Example: So, I said this to him...
View ArticleMirror, Mirror on the Wall. Who’s the greatest of them all?
An all-time favorite tip to being wildly successful in sales – on the phone – is “Sell to the Mirror”. When you are selling to a mirror, you sound like an actual human being – because you are relating...
View ArticleWorried about being aggressive? The opposite is just as bad!
I was talking with a business owner friend, Bob, the other day. He’d recently made the decision to NOT do business with a company he was considering. That’s not so uncommon. What was interesting was...
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