How Do You Look in Profile?

How Do You Look in Profile?

In some ways, a sale is a two-way street. Good sales representatives understand their clients and prospects because they construct a profile of the person behind the sale. Prospects and leads also build their own profiles of sales reps using whatever information they...
How to Coach Yourself through a Downturn

How to Coach Yourself through a Downturn

Imagine a football coach starting a season. New regulations have hit the league. Trusted veterans have retired or moved elsewhere. Fans and journalists fill the media with criticism. Do you see that coach sulking or complaining? No. They find more resolve, energy, and...
If You Name It, You Claim It

If You Name It, You Claim It

Who refers to “search engines” anymore? We just say “Google it!” Google must have done something right if people use their company name to describe an entire industry. Here are some examples of brand names that became generic names. Do you reach for a Kleenex or a...
Mobilizing Your Customer Service

Mobilizing Your Customer Service

Over 60% of people recently ranked their mobile device as important as their car, their deodorant, and their coffee. Now, consumers often use their mobile devices in the store right before making purchases. Do your employees know the features of your products or...
8 Business Traits that Give You the Edge

8 Business Traits that Give You the Edge

Persistence – “Nothing in the world can take the place of persistence. Talent will not. Genius will not. Education alone will not. Persistence and determination alone are omnipotent.” ~ Calvin Coolidge, 30 the president of the United States Patience...
Better Sales with 2 Questions

Better Sales with 2 Questions

You have broken the ice, created a conversation, and delivered your offer. Then why didn’t you connect with your prospect? You can say the same thing the same way each time, but people will hear your message differently. It’s not you; it’s them. One...