Comment on this by clicking the title above the video
Get the Flash Player to see this player.

Tired of Competing on Price? Try charging the Highest Prices in your Field - THEN EARN THEM! Here’s how…

Too many service providers try to grow their business by continuously focusing on price - in fact FOCUSED on convincing the market that they are indeed the Low Price Leader… Read the rest of this entry »

I looked into the door of my daughter’s room last week. Just after she goes back to her mom’s from the weekend, I enjoy just looking at the space she’s occupied and trying to recreate what she enjoyed most over the weekend. On the floor was a jigsaw puzzle - half finished. And propped against the wall was the box top to the puzzle. With the picture of what the finished product would look like.

So why does a 12 year old know to look at a picture of the finished puzzle before she starts putting things together while adults who are building entire businesses take a completely reactive approach and try to patch their business together decision by decision, purchase by purchase, campaign by campaign?

Doesn’t make sense, does it? Read the rest of this entry »

You cannot improve what you cannot measure. Just like you must have a Road Map for your overall sales success, each sales call must have its own little road map. We’ll call them scripts.

Your sales script is only there so that you can measure and improve what you do. The World’s Most Powerful Sales Script for you will be one that is completely natural. Begin with one developed completely from your subconscious. Read the rest of this entry »

I was in Philadelphia recently with my son Geoff and we went to dinner with Tom Beal (VP - Ops for Mike Filsaime). Tom told us a GREAT story about a sales manager who had a salesman looking for more leads.The sales manager told the rep to come back the next day because he had gotten a very special set of leads. The rep got the leads and that day- he closed 90% of them into sales.

This went on for a couple of weeks and the fourth time he came back to the sales manager and said - I need even MORE of those leads. His manager handed him the phone book and said - “Today you get them yourself. Here’s where I’ve been getting them.”

The sales rep - thinking that the leads were special - had applied a different SYSTEM to closing the ‘valuable’ leads and as such had enjoyed a high closing ratio. Want to know what happened when he found the leads were randomly generated? Read the rest of this entry »

The fine art of professional selling is a production. You can do it poorly, or you can do it with excellence. A great deal of selling depends on your sensory interaction with your prospective client.

But – to a great deal – within the first two minutes of any meeting, your prospect has already formed a bias. Either he wants to be working with you to reach a common goal, or he’s simply getting as much information as he can to share with your competitor for a better deal. You can be prepared to wow your prospects when you pay close attention to how your prospect ‘senses’ that he should do business with you.

Think of every sensory interaction that your prospect has with you from the first meeting until the first time they buy from you. Each of those interactions will build the prospect’s vision of you. Read the rest of this entry »