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

The BEST Advisor in Illinois

No, I don’t plan to share an opinion here about who the best advisor in Illinois is, but I wanted to make this point: Most of us know how to meet prospective clients, talk to them, and have them retain us, but the what we do is not a problem.  The problem is who we

Make an Offer, and Let Them Say “No”

Nineteen years ago, I needed lifesaving surgery.  I worked hard to find out who the surgeons with the best reputations were, and then I made separate appointments with each of three doctors who had been most highly recommended. The first surgeon I met with did not impress me one way or another.  The second told

It’s Okay, but Can I Ask You Why?

In conversations with clients and prospective clients, all professionals and salespeople eventually run into what is commonly referred to as an “objection”. Most initial objections, however, are not really objections at all.  They’re Automatic Negative Responses (ANRs). You walk into a department store to buy a picture frame for your mother for her birthday.  You

Three Ways to Blow a Referral Appointment

********************************************************************* There’s still time to sign up for my 10-week teleclass on Client Referrals, which starts this Thursday, April 28! **********************************************************************   Your good client, Joan, has referred you to her friend, Marie. You’ve arranged it so that Marie is expecting your call.  You make the call…and don’t get the appointment.   Maybe you’re making one

How To Avoid “Let Met Think About It Junction”

Last time, I wrote about how to handle the “let me think about it” objection. Right after it was published, one of my clients asked me if there was a way to avoid getting all the way to the point where it’s time to obtain a commitment and ending up at “Let Me Think About