Prospecting

The financial consequences of a disability can be greater than those of a premature death. The disabled person is still a consumer, and, in many cases, medical and living expenses increase. If care is required, then an even greater financial and emotional burden is placed on the family of the disabled person. Long term care insurance is simply disability insurance …

Keeping your head above water. Drowning in paperwork. Trying to stay afloat. Up a creek without a paddle. Smooth sailing. Have you ever noticed how many water-related expressions there are for describing the way you do business? That’s because it’s such a great metaphor, and one you can easily relate to. In my recent coaching program, a roomful of attendees …

Which do you think would be harder to train, a cat or a salesperson? Seriously, which one would you pick? While it’s true that cats have a well-deserved reputation for being independent, demanding and virtually impossible to train, the same can be said for many salespeople. Surprisingly, the same training and reward techniques required to get Fluffy to jump through …

Unfortunately, the first two orders many new salespeople receive are “Get out and stay out!” It is only natural for your prospect to procrastinate when asked to make a decision involving money. As a general rule, people are hesitant to commit to purchasing a product or service until they have convinced themselves that they need it and are assured they …

We all want more success and the fear of failure can often be the driving force of our actions.  We work long hours and sacrifice personal time, and even sleep.  We put our heart and soul into what we’re trying to achieve, only to find that we’re spinning our wheels.  We think we’re getting things done because at the end …

Inherently speaking, there is nothing that you are not capable of accomplishing.  The truth is, there is no such thing as can’t – you only think you can’t.  Success is not a special privilege handed out to a select few; success comes to applying success-oriented beliefs.  Transform limiting beliefs into success beliefs and you can achieve anything. During one of …

Successful salespeople understand that making the sale has much more to do with developing trust and rapport than it does with issues of lowest price, highest quality or the largest company. Unfortunately, far too many salespeople unintentionally sabotage their chances of making a sale by skipping the “small talk” and getting right down to business. On the surface, this approach …

It seems like the world is running at such an accelerated speed that we barely have any time to catch our breath.  We start the day running out the door at full tilt, only keep going until we crash into bed from exhaustion.  Then we get up and do it all over again day after day.  The weekends don’t seem …

In The Seven Habits of Highly Effective People, Stephen Covey wrote about those who “work harder and harder at climbing the ladder of success only to discover it’s leaning against the wrong wall.” That’s what I did in my early years. I was determined, ambitious, aggressive, and proactive about my goals. I worked ridiculous hours, attended one seminar after another, …

The successful outcome of your next sales presentation will be determined largely by your ability to do two things very well; develop rapport with your prospect and adapt your sales message to engage his or her preferred "learning style."