Sales
A client recently shared with me that they had conducted a sales presentation by using the process outlined in my book Lead, Sell or Get Out of the Way. Afterward, attendees said it was the best presentation they had ever been to. Talk about differentiating yourself. How did they do it? By engaging the participants…
In sales, it’s not uncommon to face certain objections again and again. So how do you turn those common objections into closed deals? Simple: You stop having conversations that are driven by past experiences or fear of the future. Let me explain. In 1980 I landed my first sales job: selling copy machines. But before long…
This week I met Ashlin, a phlebotomist at my doctor’s office, and I’d like you to meet her too. As soon as I sat down for the blood draw, I was impressed with her attitude. She was both confident and caring, and I felt safe in her hands. When I complimented her, I asked what…
Severe thunderstorms were forecast for the Denver area on Sunday evening, so I was relieved to be flying out in the afternoon. I thought I’d be in good shape with a scheduled departure at 1:40 p.m. So much for my assumptions. Five minutes before we pushed back from the gate, the wind started rocking the plane…
Sunday night I experienced a rough flight out of Atlanta due to a line of thunderstorms and tornadoes making its way across the southeast. I was sitting next to a gentleman who had the window down, and I kindly asked if he would open it, which he did. I then proceeded to share my “wisdom”…
What makes you feel more like a kid than watching things explode? Recently I had the privilege of interviewing Steve Spangler, a leading science personality, who has been blowing things up and mesmerizing audiences for the past 30 years. I love science, so you know I had to ask Steve to explain the scientific point…
In Brandon Steiner’s new book Living on Purpose he shares a story about the University of Washington men’s basketball team losing its third game in a row in mid-February 2018. Even though the team’s record was 18-9, Brandon could see the team was despondent over its recent losses. During the game on Feb 15, Brandon…
We all encounter speed bumps at times, those unexpected situations that threaten to slow us down—a client pulling their business, an employee going rogue, a competitor stealing your idea, objections from a prospect that gets in the way of closing more business. Situations like these slow our progress and threaten our Velocity. The most common…
As spring approaches, I’ve been thinking of new starts and renewals, specifically of the time I decided to launch my speaking/consulting business over thirty years ago. I was in an unfulfilling management job at the time—successful but not satisfied. My business skills had helped me to succeed but so had two important questions: What is…
Selling an intangible idea can be tough. When you are trying to sell your competitive advantage, it can be challenging to verbalize the concept in a powerful way that resonates with your prospect. Intangibles leave a lot to the imagination, and that doesn’t necessarily work in your favor. If you’re running into trouble, you may…
As we’ve all seen for the last year or two, there’s been a lot of shoplifting. A pack of thieves breaking into stores, stealing massive amounts of merchandise, and leaving before the cops come. If they’re caught, they’re back on the streets in a couple of minutes. Shoplifting has gotten to such a high degree…
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When I think of sales success, I think of a Banyan tree. Look at this tree. It is so magnificent. But look at the integrated network of roots. It’s amazing how it grows. Now, here’s what’s special about a Banyan tree. It’s not like normal trees that have one trunk coming down, and it’s not…
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I want you to meet Alex. Alex is a van driver who picked me and a few of my colleagues up from the hotel in Albuquerque this weekend to take us to the airport. It was a seven-minute ride. During the ride, Alex asked us if we had traveled to many different cities and ordered…
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If you truly want to keep your competitors out of your accounts, you must become part of the inner woven fabric of your client’s organization. Consider that loose piece of thread sticking out of the bottom of your sweater, and you start pulling it. All of a sudden, you inadvertently pull apart the entire sweater.…
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A few years ago, I was meeting with Steve Forbes in the Forbes building in his private library. The meeting was to discuss the presentation he was about to give to the National Speakers Association that I was president of. Rather, it was to get him to agree to give that presentation. What struck me in…
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As you create your sales plan for 2024, what’s the one issue you must pay special attention to? That one issue is your ideal customer profile, because that’s going to determine whether or not you gain velocity in your sales efforts. Picture business 2012: I was just voted as the Vice President of the National…
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In the early ‘90s, I trademarked the phrase “The Question Man™.” I believed then, as I believe now, that the answers to your success lie in the questions that you ask. At that time, I had a great client, Hertz Equipment Rental, that rented backhoes. It was a division of Hertz Rental Car Corporation. The VP of Sales was…
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When times are tough, and the flow of customers into your business is slowing down to a drip, what’s more important: marketing or sales? I had that conversation yesterday with the CEO I was coaching. He sells very high-end custom furniture. Because of the economy, he was complaining that the flow of traffic into his…
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Does anything in life come easy for us? Yes and No. When we engage in activities aligned with our strengths and skills, they often come easily to us. On the other hand, tasks that we dislike or lack proficiency in can be challenging. However, that is not what I’m talking about here. Recently, I had…
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What would the world be like if everyone acted like a leader, not a victim of circumstances? Finally, a practical guide that conquers the minds and hearts of leaders around the world! Grab your copy of The Velocity Mindset® book on Amazon: https://bit.ly/TheVelocityMindset #VelocityMindset #mindset #leadership #sales
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