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
Category
Performance
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: A 4 Step Success Cycle
Some people say that education is never wasted. I completely disagree. My feeling is that unapplied education may be the biggest waste of all. That's why the LAIR Method, our
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
It’s Time to 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