People buy from people and brands they trust. There is no better way to get a prospect to trust you and your brand than to be part of their “We Group.”
TikTok – How to Leverage “We Groups” For Better Sales Conversions Read More »
Small Business Owners Need to Learn the Seven Universal Principles of Persuasion and How To Use Them To Become Skilled Influencers And Defend Themselves Against Dishonest Influence Attempts.
The Seven Principles of Persuasion for Better Sales Conversions Read More »
You Can Not Sell Services Like You Sell Products. The Prospect Is Not Buying a Tangible Product but An Invisible Promise When You Sell Services.
How To Sell Services – Selling the Invisible Read More »
Many consultants who sell their knowledge and experience have a hard time asking a client to pay them for their expertise. However, it is much easier if you take the emotion out of asking to get paid.
How To Take Emotion Out Of Asking To Get Paid Read More »
Customer Service Is a Defensive Strategy to Keep Clients from Defecting. Account Management Is an Offensive Strategy for Growing Your Sales Within an Account and Driving New Business. Account Management Is an Investment and Your Most Valuable Account Management Efforts Should Be Reserved for Your Best Clients
How To Strategically Apply Account Management to Grow Your Business Read More »
In Some Sales Situations, the Prospect May Ask to Conduct a Pilot Project Before They Agree to Buy. Most Of the Time, the Request Is Related to Some Kind of External or Internal Trust Issue. You Must Understand Their Reasons Before Agreeing.
Why Prospects Ask for a Pilot Project and How to Respond Read More »
Most Initial Sales Meetings Create High Expectations but Stall When the Prospect Begins to Feel That the Devil They Know Is Better Than the Devil They Don’t. Creating A Documented New Client Onboarding Process Can Alleviate Many of The Prospect’s Fears Related to Risk, Time, And Pain That Are Often Deal Killers.
How to Avoid Deal Killers with a Documented 13-Step Onboarding Process Read More »
Small Businesses Need an Active Referral Program by Earning the Right to Solicit Referrals Several Times Per Year Using Open-Ended Questions. Active Referrals Involve Client Facilitated Introductions and Incorporate an Incentive Program to Get Clients to Actively Share Referrals.
How to Create an Active Referral Program Read More »
Your Business Development Plan Should Include 3-Steps: Create a Target Client Profile, Identify the Key Decision Influencers at a Target Client, And Have “If You Were Me” Discovery Calls with Decision Influencers.
How to Use a Target Client Profile and Decision Influencers to Increase Sales Read More »
When It Comes to Sales, Too Many Small Businesses Spend Too Much Time Pitching Their Solution and Not Enough Time Listening to the Prospect. Small Businesses Need to Use Sales Discovery Questions to Control the Buyer’s Journey and Uncover Their Needs, Challenges, and Goals Before They Offer Their Solution.
How to Use Sales Discovery Questions to Close More Deals Read More »
