Making the transition from getting everything ready to go and actually taking the next step can be a lot harder than it sounds. Laying the groundwork feels so darn productive… because it is! Leaving the getting ready mode has a sense of uncertainty and often leaves many caught in a frustrating circle.
A few months back I started working with a new client … let’s call him Jim. We started working together because Jim made the big decision to leave the comfort and security of salaried 9 to 5 (which he hated) and decided to go into business for himself, selling a similar service. This wasn’t a […]
The other night I was sitting on the sideline watching my son Anthony’s (age 10) football practice… and I noticed, what I guess was, a strength training exercise. The coach was having the boys sprint up a very steep, grassy hill and walk back down – only to do it all over again. On the […]
Your competition, they hear a request for information and pricing and they get to work giving good answers hoping they are their right ones and this person will buy.
They say there is no such thing as a stupid question… So why do we not ask more of them? Good salespeople have good answers , but great salespeople have great questions! It is not unusual to feel hesitant about asking, what may seem to be an obvious or even a stupid question. There is […]
A colleague and I were in a conversation recently. He shared a very profound statement; “You can be finished, before you start.” We were talking about the power of one’s mind, more specifically about ones sales mindset. Todd was sharing a conversation he had many years ago, when he was a pharmaceutical sales rep. He […]