Have you ever wondered why most sales techniques sound better than they work? It’s because fewer times that most of us would believe, your success isn’t based on your techniques, or scripts. There is typically an unidentified element that plays a more important part in our success, whether that success is in sales, management, or… Read more »
Most referral systems work but people won’t work them! The reason is because asking for a referral, in most cases, throws the relationship out of balance. Let’s say you sit down with a prospect. You ask your questions. Your Client has a breakthrough in their thinking. They ask you how you might be able to… Read more »
If your best clients think so highly of you, why aren’t they referring others to you? It could be, your own actions are convincing them they shouldn’t! Some of us try to demonstrate our importance by showing and expressing how busy we are, and we communicate our “busyness” in any number of ways. How do… Read more »
… How PowerPoint Presentations are Poisoning your message and what to do about it. “Oh, I already covered that!” said Karen as she turned toward the screen at the front of the room. The Power Point slide was the all-too-familiar cobalt blue background, a headline in gold, eight lines of white text with the current… Read more »
A powerful new paradigm is rumbling through the world of sales, transforming how professionals relate to and connect with their clients, vendors and employees. In contrast to previous sales techniques, seventh generational sales puts the client firmly in control — with enormous benefits to both prospect and salesperson. Richard Stewart and David Jackson of The… Read more »
What would happen to your business if your clients loved you? How about if your clients knew you loved them? You may have a few clients like this, but the odds are it’s a very small percentage of your total customer base. The odds are most of your customers are merely satisfied. According to “Why… Read more »
The truth is the truth is the truth. And, yet there are times when the believability of the truth is determined by factors other than the content of the message. Think of a time when you told the truth but weren’t believed, when your credibility was suspect, when, try as you might, you just weren’t… Read more »
Find out how to build your business through long-term relationships with your favorite kind of clients. Doug Carter's Clients Forever: How Your Clients Build Your Business for You shows you how.
