I have a client who hosts up to 25 conference calls with clients…per month! The challenge, besides the sheer volume, is that his clients usually have four people on the call and so does he. Adding to the complexity is that each conference call participant is in a different part of the world! I am […]
I’m truly compelled now, with our nation’s recent events, to emphatically recommend to all my clients, readers and friends, to listen more to people than you ever have. Listening affirms someone. It says I care about understanding your issue, challenge, dream or worry, BEFORE I share mine with you. Listening honors someone. Once they feel […]
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 […]
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 […]
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 […]
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 […]
A client of mine has been lamenting the meddling her boss frequently does. We determined her boss is often deep in the weeds of her business versus touching the weeds as bosses should. Her peers feel the same way and frequently answer the boss’s questions hoping the boss will get distracted and meddle elsewhere. Actually, all […]
I’ve recently had the opportunity to coach a professional athlete who decided to pursue a career in financial sales. The area he’s chosen is quite daunting in its complexity, yet his commitment to it is profound. As anyone would be when entering into a field with its own lexicon and intricate details, my client was […]
Comics have always been my idols ever since I was a kid. The courage of a comic to take a room and deliver their material always impressed me as the most courageous act a person could make. One of those idols, Don Rickles, passed away yesterday and his life left an impression with me. With […]
Solution. Problem. Motivation. Many times, I see people frame their “ask” of clients in this order. Right out of the gate, they speak about a great service or product they’ve come to discuss. They move next to saying that the solution will fix a problem the client has. And lastly, they will relate that solution to […]
