The Best Questioning Skill Peeling the Onion Back
Prospects are like onions; they have a lot of layers. In order to peel back those layers, you have to have a genuine sense of [...]
5 Tips for Dealing with Gatekeepers
The reality when calling business owners, corporate executives, and working professionals is you are probably going to encounter gatekeepers often. There is no way around [...]
How to Leverage the Notes You Take in a Meeting to Motivate the Prospect to Take the Next Step
You are probably wondering why I am doing a video on how to leverage the notes you take in a meeting with a prospect to [...]
A Simple Way to Answer, What Do You Do
A value statement explains what benefit you provide for who, and how you do it uniquely. We typically use a value statement on any interaction [...]
Five Tips on How to Take Notes in Your Meetings
You are probably wondering why I am doing a video on how to take notes in a meeting with a prospect. Because there is an [...]
How to Build Your Ideal Client Profile
Building out your ideal client profile is an important step for building and maintaining clients and prospects. Most people are afraid that if they are [...]
Five Reasons Why Taking Notes in your Meetings is Important
I have been in sales for 36 years now and have held over 8,000 meetings with prospects and, let me tell you, I have said [...]
How to Remember Names Even If You Think You Are Not Good at It
Remembering names can be a difficult obstacle for some people. There are people with a natural ability for it, and others who struggle. Luckily with [...]
Three Questions Every Gatekeeper Will Ask and What to do?
They just held a gatekeeper rally for over 20,000 gatekeepers in the greater Los Angeles area at the Staples Center. The motivational speakers they had [...]
Don’t Be All Things to All People; Be All Things to a Select Few
Specific is Terrific! When starting out it's tempting to try and take on any and all clients you come across. But after time you will [...]