Handling Objections – Ground Hog Day Style

handling-objections-ground-hog-day-style

Are you tired of hearing the same objections?  Handling objections, over and over again? Are you starting to feel like its Déjà vu – all over again – except worse? Is it starting to feel like an endless cycle?  You ask for the commitment and wait for your prospective client to respond.  They open their […]

How Much Do You Charge?

How Much Do You Charge? Dollar and Dice.

How much do you charge?  Does it make you crazy when that’s the first question out of someone’s mouth? Not “How good are you?”  Not “Will your service/product really solve the problem?” Not even “How long will it take?” It drives most of us nuts! Does it make you feel any better to know you’re […]

Speak Their Language: How to Engage with Customers

Speak Their Language: How to Engage with Customers

One of my European clients recently received an introduction to a senior executive from a major French corporation.  When my client called the executive to introduce himself he asked, “Do you mind if I speak with you in English?”  The executive replied frostily, in English, “If you don’t speak French, why should I want to […]

Hit a Sales Dry Spell? 5 Surefire Tactics to Start Making Rain

Hit a Sales Dry Spell? 5 Surefire Tactics to Start Making Rain

The dreaded Sales Dry Spell.  It happens to virtually every coach or consultant. Experienced businesspeople know it as a fact of life.  Your business is just cruising along splendidly and all of a sudden, things get quiet.  Cue the spooky music, thunder and lightning.  Sales aren’t closing.  Nothing’s moving forward.  What happened?  You didn’t change anything.  […]