Never Underwhelm Again

In speaking with a new client, I found it interesting to hear her lament relative to business development. She spoke about underwhelming a client during a presentation and asked how to avoid this going forward. I asked, “Did you relate the presentation to what they told you about their business? Did you probe further to […]

Time and Money Are Obstacles, Not Objections

A client I was training described the following scenario: “I want to sell on value, but throughout my presentation my customer kept bugging me about ‘How much is this going to cost?’ and ‘Just give me the bottom line.’ I wanted to get through my presentation before discussing price, but he was so adamant I […]

6-month Business Development Check-in Steps

The month of June is a great time to check in with your Business Development Team. My first sales manager, Nick, once said to me, “By June, you should know your entire year.” Here are a few things to do now so that you and your team are celebrating success in December! Reconfirm Your Leadership […]

Essential Guide to Understanding Client Questions

You’ve prepared a presentation for weeks, doing all your homework, getting insight from your client, researching trends, etc. The day comes and you nail it! But then….they ask questions. And the wheels start coming off the bus. Been there? Most of us have. As salespeople and communicators we must understand the essence and meaning of […]

You Can Be My Wingman Anytime

It’s a little cliché but a favorite movie of mine is Top Gun. At the end of movie Iceman says to Maverick, “You can be my wingman anytime.” A wingman is a pilot who supports another pilot in a potentially dangerous flying environment, keeping his aircraft near the wing of the other’s. A key element […]

Vince Lombardi…with a Little Bit of Mom

My coaching style was once described by a client as “Vince Lombardi…with a little bit of mom in there.” Now, for those of you who don’t know who Lombardi is (I guess there are people out there who don’t)…a little background. Vince Lombardi was a legendary, Hall of Fame Green Bay Packers coach during the […]