sales

The “No” Game.

“I know it’s crazy,” exclaimed Barry, a young financial advisor in New Jersey, while on the phone with me.  “I want to be in this business and I want to be successful, but I can’t bring myself to make the phone calls I need to make—and if I don’t, obviously, none of that will happen.”…

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Don’t PLEASE People; SERVE People

In his recent Harvard Business Review article, “The End of Solutions Sales,” Matt Dixon reported the results of a study of 20,000 salespeople around the world.  The study grouped salespeople into five distinct profiles: 1. Challengers: These are salespeople with a provocative point of view that they’re not afraid to share with a customer.  They

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Which Pony Would YOU Buy?

The story below is from an article (by Jay Abraham) that my coach and colleague, Rich Litvin, shared with me just the other day.  I’m passing it on to you this week because it’s a great illustration of a concept every professional should understand. ___ A farmer wanted to buy a pony for his little

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What Do YOU Do?

I’m not a big fan of the ‘elevator speech’, because it often leads to a cutesy, stilted, ‘salesy’ presentation of what we do.  It’s confining, like the elevator it’s designed to be used in. I’ve been helping professionals for years to understand the importance and liberation of what I call their ‘audio billboard’.  If someone

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Um…Beware of Verbal Pauses!

Actually, the reason I chose this subject is, well, actually, the work I do is, actually, helping successful people get more of what they want and, actually, most of my clients are professionals and, uh, entrepreneurs who are actually trying to get, ahh, more clients and, um, grow their businesses or practices, and, like, if

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16 Disciplines

I suppose it would have been more fun if I called them 16 “hot tubs” for advisors, or less intimidating if I called them “practices,” but after 17 years of working with and observing how the most successful advisors, it's clear that there are branches of knowledge involved. 

 

Practice these simple 16 disciplines daily and watch how quickly and easily your practice grows.

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