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Be real to build an authentic brand
Personal branding is much more than just self-promotion, it’s about being a genuine human being that is approachable and real. To that end, consider how you come across to those that meet you for the first time, work with you or are your clients. Do they view you as...
Listen to your Head, Heart and Gut
Do you ever ask your clients “How am I doing?" Your question could relate to project delivery, client satisfaction, and responsiveness to their requests or anything else that impacts the outcome of the project or the quality of your relationship. I strongly recommend...
The Need for Trust in Business
I am more frequently finding myself in discussions with clients, conducting coaching sessions and attending strategy meetings where the topic of trust is taking center stage. Company leaders are engaging their managers and staff in an exploration of how to create,...
What is your Purpose?
I have spent most of August traveling with my family enjoying the summer and trying to relax in advance of a busy and exciting fall. My travels ranged from a house building project for two very poor families in the Baja region of Mexico; being a tourist in San Diego...
The Urgent vs. The Important
"I get completely caught up in day-to-day priorities and can't find the time to advance my longer-term goals and projects." This is a complaint that I hear over and over again from clients in senior positions and management roles. This is the frustration you feel when...
Personal Branding – Presenting your strengths an interview
As a former recruiter and someone who still gets asked, “How do I present myself in an upcoming interview?” I’d like to offer some suggestions for maximizing your résumé. The whole point of résumés and cover letters is to sell your skills. Rather than simply listing...
Rainmakers Use FAB’s Strategically to Sell
Rainmakers know that Feature, Advantage and Benefit (FAB) selling is not dead! It is essential to know the FAB’s of your products, services or solutions to sell effectively. You build credibility in the eyes of the client by demonstrating your competence and...
Rainmakers talk to the right people
Successful Rainmakers and business developers know that when building a relationship with a new client, or going deeper within an existing organization, it is essential to assemble a diverse group of contacts. Having an established network of trusted advisors or...
Follow-Up to Succeed
A quick internet search will reveal multiple sources indicating that approximately 80% of sales are made between the fifth to eight contact and that only 10% of sales people follow-up more than three times. Although I can’t find the exact source, I know from personal...
Stop Closing the Sale – Start Securing Commitment
Stop closing the sale! Closing the sale went out with the fax machine. While I’m at it, there are no “20 Secrets to Closing the Sale”. If you encounter someone who wants to share their sure-fire techniques to get customers to say yes every time – run! Today’s...
Alignment – The Key to Sales Success
Dictionary.com describes alignment as “a state of agreement or cooperation among persons, groups, nations, etc., with a common cause or viewpoint.” This should be the desired state for everyone who deals with customers in transactional selling situations and...
Purpose of a Sales Presentation
"The ability to move a client from interest to commitment rests on the quality of the sales presentation." - Ralph Kison The purpose of a sales presentation Most of us, either in the role of customer or professional buyer, have encountered so-called sales people that...
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