How to Coach Well – Coaching is Not Telling, Part 2
Last March, I wrote an article on “Coaching, not telling,” and this month, I’d like to share more about this […]
Blog
Blog
2014: The Year of the Relationship
I am unilaterally declaring that 2014 is the year of the relationship. I have checked the statutes, laws, and ordinances,
Blog
Increasing your value to clients
Do you know how valuable you are to your clients? Recently, I did a survey (very informal and decidedly unscientific)
Blog
Just Say “No”
I have had enough of listening to salespeople tell me that to close the deal they are “giving in” to
Blog
9 Steps Toward Better Sales in 2014
Another year is ending…and another year is upon us. It’s amazing how that happens at the exact same time year
Blog
Are You a Sales Apologist?
After a recent keynote, one of the attendees came up to me and said, “Thank you for your message today.
Blog
Don’t Kill the Sale!
Sales get made and killed every day. Often there is a fine line between the two things and the reasons
Blog
Selling with a Positive Attitude
A few weeks ago, I had the opportunity to clean out my garage and get rid of a lot of
Blog
Avoiding the Sales Clichés That Prevent Business!
I hate clichés! I have always really had an aversion to them – and for good reason. They lack any real value, and in the end, they say nothing. They are just words that have been so overused that no one listens. They get lost, and I believe that they can inhibit sale because they are empty.
Blog
Too Many Choices!
Have you ever been mattress shopping? Well, recently the decision was made in my household that we needed a new