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Inspirational, Educational & Empowering Stories
Ask for the sale, then shut up!
The most important aspect of selling is asking probing questions and listening carefully to the answers. The sound of your prospect's voice is more useful to you than the sound of your own. Without doubt, the single most critical time to listen is when you ask your...
Struggling with self-promotion
Many service-based entrepreneurs and small business owners I know struggle with self-promotion. It seems a lot of people feel that selling is about being manipulative. Or overly persuasive. Or forcing someone to purchase something that’s not going to be of any benefit...
Handling objections
Objections will inevitably arise during the selling process. No matter how good your presentation or your service offering, you are likely to be faced with objections and concerns. Or the necessity for additional information. Whatever you do, don’t dread objections....
Culling unprofitable clients
If you’re like most service-based entrepreneurs and small business owners I know you’d rather be doing something you enjoy. That's the reason you went into business in the first place. Not to be filling the sales funnel and spreading the word. But in order to be in a...
Low-quality versus high-end clients
Have you ever been tempted to lower your fees in order to undercut your competition. And win more business? Beware! Low-quality versus high-end clients is the difference between working with clients more focused on price versus those more focused on...
What customers really want
If customers could diagnose and solve their own problems they would. They seek out assistance because they're stuck and they need help. There are a number of reasons a customer will choose one service provider over another. They want someone who is willing to work...
