Be a Stealth Fighter: What to do When Your Prospect Goes Silent
It can feel like a soul destroying experience. You leave phone message after phone message with a prospect or an existing customer, and seemingly for no reason at all, your …
Be Honest with Yourself
Adapted from Honesty Sells (Wiley Publishing) by Colleen Francis and Steven Gaffney Lying to yourself is one of the worst lies we can tell. First, when we lie to ourselves …
Sales and Service Lessons in Shanghai
On two trips to China (Last year in Hong Kong and Macau) and this year to shanghai I have been delighted by the excellent service. Nowhere else I have traveled …
Making Money Monday: Grow!
As a sales professional, did you start out in your business with a “how high can I go?” question and an “opportunities for my expertise are endless” attitude? Most of us did, but where is that attitude now? Has it been replaced with the “sky is falling!” cry as you face the grim reality of all the “other” tasks we need to accomplish in order to run a successful business? While many think that this more cynical outlook is a realistic attempt to balance over the top goals with the day to day operations of our businesses, I’m not so sure it is helpful to our growth.
Business and Life Observations from Shanghai
It’s always interesting to observe how other countries operate when I am traveling on business. Shanghai has been eye opening! Here are a few noteworthy items from the last 24 …
Four Named to Million Dollar Consulting® Mentor Hall of Fame (including yours truely!)
February 17, 2012 For Immediate Release Details: Alan Weiss 401/884-42353 Alan@summitconsulting.com Four Named to Million Dollar Consulting® Mentor Hall of Fame Four outstanding consultants from diverse disciplines and three countries …
Before You Complain about the Economy
I think we can agree that the economy is still unstable. While some companies are flourishing others are suffering. Likewise some sales professionals are exceeding their goals and others. I …
Ipad Aps I love
I’ve had my i-pad for a year now and it constantly exceeds my expectations. Here are some of the aps I can’t live with out: Tripit for managing my travel …
Where’s the Proof? Locating Social Proof on Your Web Site for Results
Whenever we begin working with our Testimonial Director clients, one of the areas we cover is where to place testimonials. Despite the fact that nothing is most trustworthy and convincing for prospects than testimonials from your customers, the majority of businesses today keep them hidden away. In fact, in our recent survey, 75% of respondents indicated they are using testimonials on only “a few” or less pages. In fact, two thirds of those only use testimonials on a single “rave reviews” page.
Making Money Monday: The Show Must Go On!
My best clients thrive in adversity. They adapt. They don’t judge an idea on the surface, they try it out, test it, measure the results, and then decide if it works, or not. They are successful because they change and they try new things.
Break Open the Voicemail Clamshell
Being effective at prospecting requires that you maintain a steady pace with your sales calls. That’s how you ensure your sales funnel remains large enough so that you meet your …
Q&A with Colleen: How do you tell others in a resume that you have the skills to sell their products?
I received this question on our website this week and thought it was worth sharing: How do you tell others in a resume that you have the skills to sell …
