Can You Create a Need for Your Products and Services?
Most experienced salespeople are at least somewhat familiar with the idea of selling to a client's needs. So how do you create a need when a prospect doesn't already feel
Category
Performance
Create a Positive Buying Experience
I had a buying experience or two recently that left me feeling frustrated, annoyed and kind of sad. It was frustrating that people could be so blasé about business. And
Five Early Symptoms of a Seriously Struggling Business
Uh oh. Sales have dropped off a bit. Not a huge decline, just a few percent. Well maybe, four, six, eight, something like that. No big deal, right? Well, it
5 Elements of an Effective Sales Procedure
Last week we discussed how a sales procedure is a series of steps or actions that are taken in a certain way, in a specific order, to ensure the best
Goal Setting vs. Goal Achievement
Some people have trouble achieving because they've never really outlined their goals and when you fail to define what you want, it's nearly impossible to get it. But maybe you
How to Get a Buying 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
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
A Website Won’t Fix Your Business Problems
Whenever I talk with the owner of a business or professional practice who is struggling to attract more clients, they inevitably tell me that they are either in the process
Are You Tracking Your Wins?
It's easy to get distracted in the blizzard of activities that we have going on all around us every single day. But unless those activities include a significant number of
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: