The Path to Extreme Competence
Many salespeople just “wing it” when talking to clients. They think a little product knowledge and a decent personality are all it takes to win clients and close...
Category
Sales Success
Which Market Do You Want to Dominate?
Many people don’t think it’s possible to dominate their market, because they’ve never clearly identified exactly which market, businesses or individuals they...
The Mindset of Market Domination
I’m not a huge fan of all the “woo-woo” or “rah-rah” aspects of mindset that are preached by other people. But, there are a few solid, concrete...
How Much Follow-Up is Too Much?
How often should I follow up with prospects and clients? It’s a question I get a lot, and as attention spans have shortened over the years, my thoughts on this subject...
The “Gaps” in Your Business
When visiting London, many years ago, I noticed signs throughout their subway system — what they call the underground. The signs said “Mind the Gap,”...
22 Minutes a Day to Market Domination?
I started a new challenge this month for my Total Market Domination clients. It’s about how to grow your sales and start dominating your market in just 22 minutes a day....
Where Do You Go to Get Clients?
Where do you go to get clients? Do you rely on your local BNI group? Do you prospect through your local Chamber of Commerce? Do you get most of your leads via referrals?...
Worst. Prospect. Ever!
If you’ve been in business for any length of time, you’ve run into your share of poor quality prospects. But who comes to mind when you think of your worst...
Prospecting is Not Cold Calling
Cold calling may be one aspect of prospecting, but that’s not all there is to it. In this excerpt from a live training event, David Blaise explains that when you think...
Who Brings the Money into Your Organization?
In every business and even in a non-profit, someone is responsible for bringing in the money. Who is it in your organization? And are they up to the task? In every...