In sports, MVP stands for most valuable player. In marketing and sales, the letters stand for Message, Vehicles and People. These three components are arguably the most valuable things you

How to Think, Act & Communicate Like a Leader

In the past you've said that market leaders think, act and communicate differently than the rest of the population. What do you mean by that? David: Hi and welcome to the

Helping Clients Feel Less Isolated

Social distancing has caused many people to feel isolated. This likely applies as much to you as it does to your clients. So what can we do to help our

Pandemic and Post-Pandemic Selling Skills #2

In our last podcast, we began a discussion on pandemic and post pandemic selling skills because the skills that got you to this point will probably not be enough to

What Are You Telling the Market about Yourself?

What are you currently telling the market about what you do and how you do it? Do you talk about service? Do you talk about professionalism? Do you talk about

Don’t Take Rejection Personally

When you're trying to sell something, people will often say no. They'll tell you they don't need it, don't want it, can't use it. And by the way, "why are

Helping Clients to Make a Decision

Indecision is deadly to sales. People think they want to buy something, but they're not sure what. Or they know what they want to buy, but they can't decide on

Debunking the Myth that Buyers are Liars

There's a phrase that's been popularized in sales which says "buyers are liars." It refers to those who say they want one thing but end up buying another. I've never

Entrepreneurial Invisibility

Many businesses and professional practices struggle, not because they aren't good at their chosen profession, but because they're essentially invisible to their target market. They may be great at what

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