Effective Follow-Up in Sales: How Much is Too Much?
When we talk about the idea of effective follow-up in sales, what does that mean? It’s effective in terms of making sure that we’re on the same page with the
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Communication
How to Create Desire in Sales
If you want to create desire in sales, it has to be about them. Their wants, their needs. The things that they're looking to accomplish from the relationship, because that's
How to Avoid Being a Pest in Sales
Jay: I'm not lying when I tell you that I struggle with this idea that I'm being a pest in sales. So I think it'll help my sales, I think
Creating Value in Your Communication
Most people don't consider the idea of creating value in their communication. So if you're doing this, obviously, you're not telling your customer "well, I'm here to create value in
Get More Responses: Sequence Your Communication
The best way to get more responses from your prospects and clients is to sequence your communication. If I've got a sequence in place that says, all right, when I
From Obscurity to Loyalty in the Mind of the Client
Getting from Obscurity to Loyalty in the mind of the client is all about building relationships, and I'm all about that! Until I sell you something and then I'm off
The Power of Storytelling to Increase Sales
If our storytelling allows us to build trust, build credibility, build a bond, and increase sales, then we're telling the right stories. If it's just designed to be manipulative, then
Fix Your Messaging: Improve Business Communication with the TBDs
To fix your messaging and improve business communication with the TBDs, consider this... If nothing that you convey in your communication, instills any sort of belief in the other person
The Trouble with Targeting in Business
The trouble with targeting in business is that a lot of people don't do it well. It reminds me of that line from one of the Godfather movies where Michael