The LAIR Method: 4 Steps to Success
Some people say that education is never wasted. I completely disagree. My feeling is that unapplied education may be the biggest waste of all.
David:
Category
Performance
Maintaining Control of the Sales Process
A lot of sales training focuses on the idea of maintaining control of the sales process: Directing attention, leading the conversation, deferring questions about price until the end. Essentially it's
Reboot Your Customer Base
David: In our last podcast, we talked about how adversity reveals a client's true colors. This week. I'd like to take it a step further and explore the idea of
Helping Clients Overcome the Fear
The COVID-19 crisis caused many business owners to experience things for the very first time. Customers ordered to stay home. Businesses deemed nonessential and ordered to close. Many personal liberties
Bridging the Gap Between Goal Setting and Goal Achievement
Hi, I'm David Blaise. Today's podcast was recorded a few days before things were shut down due to the Coronavirus. While I hesitated to share this podcast with you a
5 Elements of an Effective Sales Procedure
Last week we discussed the importance of procedures in our sales process and I mentioned the fact that a procedure is a series of steps or actions that are taken
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
These Audience Members Inspire Me
Jim Rohn once said, “Don’t let your learning lead to knowledge, let your learning lead to action.” This week, I’ve been conducting live training sessions at the PPAI Expo in
Making 2020 Your Best Year Ever
As the new year begins, it's a good time to reflect back on the good and the bad. The friends we've made, the people we've lost and what to do
The Catch-22 of Inaction
I can't tell you how many times people have told me that they need to bring in more clients before they can invest in either the training or the marketing