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What Many Non-Sales Experts Get REALLY WRONG! Putting all sales professionals in one bucket was a major mistake in Daniel Pink’s To Sell is Human book and yes, I told him so.   Non-sales professionals should not write sales books unless you're Geoffrey James who does meticulous research.   Pink also writes about two $100,000,000 and $250,000,000 dollar companies with no salespeople – sure.  Maybe back in 2012 when he wrote the book, but one company he mentioned is looking for a few sales professionals...

  Find New Clients NOW Adventure!    What if it’s not your money mindset that’s keeping you from radically growing your business?   What if it’s a lack of sales training?   I am the least salesy person who has sold millions of dollars worth of products and services around the world in two languages. I am living proof that you can take a shy insecure introvert geek and transform them into a super sales pro — just by training them....

7 Myths Entrepreneurs Believe About Sales   The only thing that entrepreneurs are worse at than prospecting is follow-up. They fall down on the follow-up. BUT in order to follow up on a lead, they first have to get the lead.   Typical service-based B2B entrepreneurs or solopreneurs do not get an avalanche of leads. They're lucky to get one a day or 1-2 a week and then they have to convert them into a sale. Even at a...

Selling is LISTENING not talking! That's why optimistic ambiverts outsell extroverts, the supposed 'born salesperson'.   Surprise your next potential client by saying "NO, I don't want to talk about me until I get to know more about you." Prospective clients really don't care about you UNTIL you show that you care about them. You do that by interrupting their flow of questions and taking control of the conversation by asking THEM the questions instead.   Showing interest in their background...

Disclaimers – When Did That Start To Become A ‘Thing’ in B2B Marketing? dis·claim·er noun 1.   a statement that denies something, especially responsibility. In my decades of selling and marketing to corporates and government organizations, I do not remember seeing disclaimers on websites unless it was for diet ads or some other scam. When I see something like this on a B2B website: Client Examples on our website are exceptional results, do not reflect the typical purchaser’s experience, DO NOT apply to the average...

Why Selling is Like Being a Detective! I have often likened finding new customers to being a detective. In sales terms, it's called prospecting, which, as an entrepreneur,  you should be doing daily, just like brushing your teeth.  Even when you are frantically busy, prioritize your time to reach out to 3-5 potential clients daily, or you'll be on the roller coaster ride of feast or famine in your business.  * Even when you have clearly identified your...

Do YOU want to ask for more money?   Like selling, negotiating is a skill and you have to learn some basic techniques and tips in order not to make these common mistakes: Not being prepared Conceding too quickly Not knowing your bottom line Going in with your bottom line price Being overly confident You have to go into a price discussion being prepared with your second or third best price so you give yourself some room to negotiate. Remember, ...

Many people think that they have a problem with closing but that may be the least of their problems in the sales process.   They think that they're missing the magic phrase needed to seal the deal when they should really be focusing on what's going on much earlier in the sales process.   It's all about the questions that you ask!   You can't close if you haven't asked the right questions upfront. In fact, the majority of your sales...

I have a new label for myself: The Blind Spot Spotter   As I used to tell my now ex-husband, that’s why you have a partner, spouse, friends, and coaches, to tell you what you cannot see for yourself. It’s like when you eat spinach or especially tabouli (Tabbouleh – that Middle East dish with lots of chopped up parsley)  and you need someone to tell you if there’s green stuff between your teeth if no mirror is...