Is it time you did some self-reflection?

Every fall I take the opportunity to sit down and do some good old soul-searching.  It is important to me to be the type of person that attracts success both personally and professionally. I find that self-reflection often goes hand-in-hand with success. Have you taken some time for introspection?  If not, and you are trying…

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Building Your Legacy: Lets Get Back to the Basics

Building your legacy – what does that really mean?  For some, it might mean being a positive role model for their children.   For others, it might include being able to leave financial gifts of money or property to friends.  If you are a business owner, maybe it means leaving a thriving business for family to…

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Why Inviting Objections Will Help Boost Sales

Sharply dressed and armed with your materials and a positive “I Can” attitude, you sit down with a prospect or get on the phone for your scheduled complimentary sales presentation. All is going well when SMACK! You’re hit with an objection. That objection can feel like a blow to inexperienced, less-than-confident business entrepreneurs. When they…

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Put Your Prospect in a "YES" State of Mind

Last week, we dove into the emotional journey that prospective buyers often experience while listening to a sales presentation. For many potential clients, that emotional roller coaster includes a number of negative feelings including anxiety, annoyance, pressure, skepticism and downright fear. But, that’s not how prospects want to feel. No, they innately want to feel…

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How to "Feel" Your Way Through the Sales Process

You don’t have to be a psychologist to master the art of sales, but there IS a psychology to effective selling. That’s because choosing whether or not to buy isn’t just an intellectual exercise. To the contrary, buying is emotional. As a salesperson, you need to be 100% in tune with the emotional status of…

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