The Qualifying Conundrum

No Matter What You Think…Any Client Is Not Better Than No Client. This week I’ve spoken with three different financial advisors about a very important factor when adding new clients: Not EVERYONE is going to be a good client/customer fit for you. The difference in whether the client will be a good fit or an ill-fit is found in the...

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Now is the Time to Launch 2019

Here we are at year-end…the hustle and bustle of the holidays with a year-end push for completion on projects all while trying to make time for family, and so much more to fill our days! Yet, now (as in TODAY) is the best time to launch your 2019 business success. It begins with a business review. Let’s make this review simple and...

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The Great of Grateful

We’ve officially entered the “season” of holidays for the year…closely bundled together in the US anyway, we have Thanksgiving, Christmas, Hanukkah, Kwanza, and New Years. I’m grateful it starts with Thanksgiving. There are no gifts to stress over, no need for fancy clothes (comfy is key with the hearty food), and a...

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Stop the Prospect Chase and Follow-up

Most people know who first responders are…those heroes that charge into danger to save the day! In selling efforts, though, we are more likely to run into non-responders. Those prospects who seem to run away from you after a conversation. The non-response reaction starts harmlessly enough. You have a meeting with a prospect that seems to go...

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Don’t Let Your Buyer’s Laziness Stop Your Sale

“Nancy….you’re making this too difficult for me.” A client recently wrote those exact words to me in an email. Those are not the words I ever want to see — or hear. The email then went on to tell me how busy he was, what he wanted to “just get done”, and for me to take care of it. What came to mind as I...

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Why Does Sales Still Get a Bad Rap?

Just the other day, I ran into someone I haven’t seen in a very long time; we served on a school board together years ago. As we did the typical “what are you up to?” chit chat… she said, “Are you…uh… still in sales?” At first, she impressed me by remembering that I have spent the last 20 years not...

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Gain Without Pain? Little Actions Lead to Big Results

Ever notice that if you share a stretch goal or dream to a super achiever, they often respond with the, “No pain, no gain” type of comment? How do you feel when you hear that reaction? Most of us react with a big sigh…pain? As humans, aren’t we wired to avoid pain whenever we can? But what exactly is painful when we are...

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Stop the Lose-Lose-Lose Selling and Increase Your Close Rate

At the start of a recent workshop, I asked the group, “What do you want to get out of your investment of time and energy today?” One by one they responded. At least 50% mentioned a desire to close more sales. Not a surprise for people in a sales workshop, I’m sure. What was interesting is that the leaders had chosen the topic of...

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3 Uncommon Actions to Help Actually Achieve Your Goals

Shalane Flanagan won the NYC marathon women’s division this past weekend. This is a goal achieved that was long in the making. Her story is one of determination and sacrifice, ending with big success. Yet, every day us “common folk” in sales also strive to achieve goals. Our achieved goals may not make the New York Times, but...

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