Cognitive Dissonance: Your Secret Weapon

“We might not be the right company for you.” Said no one ever, right? Not so. I say it often and coach my clients to do the same. “Steve…you counsel people to TELL their potential client that their company might not be the right fit?” That’s right. I put it in the category of Cognitive […]

Stop Being Nice

Perhaps you were raised with the old adage, “If you don’t have anything nice to say, don’t say anything at all.” While that is good advice around the dinner table or in the schoolyard, it’s not always true in business. When should you not be nice? When your client’s business future is at stake…and that […]

Don’t Let Your Client Get Embarrassed

No matter your role, be it a salesperson, account director, or VP of client relations…you are an extension of your client. You perform a role that is critical to the client’s success. The client is, in essence, your constituent. You have the responsibility to support them, guide them, serve them, and meet their needs by […]

Building Effective Teams: Call It Like You See It

More and more often, many of us are selling and consulting with clients as a team versus alone. In most cases, teamwork makes sense. It is a great way to illustrate the concern your organization has for the client relationship and the diligence you have put towards it. The concept is easy, succeeding at it […]

3 Reasons Why Sales Training Programs Fail

“See that over there,” he said to me as he pointed to a sales training book used as a doorstop. “That’s what happened to the last guy we hired to help our team.” That was my introduction to a potential new client recently. Clearly, I had my work cut out for me. But his experience […]

Top Selling Tips: The Ten Commandments of Selling

I’m often asked what are the essential rules of selling. While there are many, here are my Ten Commandments of Selling based on recommendations I’ve made to clients throughout the years:I. Google/LinkedIn every decision makerFar too often, we we’ll run to a prospective client meeting without understanding their professional background and many other points to their […]