Selling to small and midsize businesses often requires reaching top executives, but gatekeepers can pose significant challenges. With thorough preparation, personalized communication, and a strategic approach—including leveraging sales team insights and respecting gatekeeper roles—you can navigate these barriers and connect with key decision-makers effectively.
Tips to Make Successful Sales Calls Read More »
Network Deposits Involve Strategic Generosity. Providing Unsolicited Feel-Good Moments Compels Others to Want to Reciprocate Favorably in Many Ways.
What is the Balance of Your Network Deposits Account? Read More »
In High-Ticket Sales, a Prospect’s Initial Excitement, or “Emotional Altitude,” Fades Quickly Without Follow-Ups. Small Business Owners Can Reignite That Connection and Guide Prospects Toward a Purchase by Building Relationships and Adding Value Over Multiple Touch Points.
Why You Need to Maintain Emotional Altitude in Sales Read More »
Discover Why Successful Sales Aren’t Just About Transactions but About Offering a Valuable Gift That Can Transform Lives. Learn How Deep Belief in a Product, Ethical Responsibility, and Genuine Connections Create Trust and Drive Lasting Customer Relationships.
Sales Is Not Sleazy: How to Embrace a Gift-Giving Posture Read More »
Discover a Strategy to Bridge the “Certainty Gap” in Sales by Getting Buyers to Reach Your Conclusion on Their Own, First by Getting Their Attention With a “Status Alignment,” Then by Showcasing Your Expertise With a “Flash Roll,” and Finally by Addressing Three Key Concerns, “Risk,” “Reward,” and “Fairness” That All Buyers Have.
How to Overcome Client Skepticism Read More »
In Sales, There Is a Fine Line Between Being Too Pushy and Being Assertive Enough to Convince a Prospect to Make a Purchase. The Words That You Use as a Salesperson Have a Significant Impact on How a Prospect Responds. Discover a Series of Powerful Words That Every Salesperson Should Master.
How To Unlock Sales Success By Knowing What To Say And When Read More »
Learn How Entrepreneurs Draw Inspiration from Diverse Fields, Finding Innovative Ideas and Strategies to Succeed in The Business World. Explore The Power of Seeking Knowledge Beyond Traditional Sources and Uncover the Brilliance of Thinking Outside the Box.
How To Find Business Lessons in Unexpected Places Read More »
Explore the Strategic Power of Hobson’s Choice in Influencing Decisions. Discover How Businesses Employ This Persuasive Technique, From Product Bundling to Limited-Time Offers, And Gain Insight into Its Ethical Implementation.
How to Leverage Hobson’s Choice to Guide the Prospect’s Decision-Making Process Read More »
Inbound and Outbound Sales Are Two Distinct Approaches to Driving Revenue for a Small Business. Outbound Sales Involve Actively Seeking Out Potential Customers Through Email Outreach, Cold Calling, or Social Selling. Inbound Sales, in Contrast, Focus On Identifying and Engaging with Prospects Who Have Already Shown Interest in a Company’s Products or Services.
Many Consultants Are Hired for a Period of Time on a More or Less Full-Time Basis in Support of a Project. They Are Compensated on an Hourly or Daily Rate and Are Often Required to Show up On-Site like Regular Employees. This Is a Bad Business Model for the Consultant and the Client for Various Reasons.
Unleash Your Consulting Power: Why Being Exclusive Is Holding You Back Read More »
