18

Sep, 2017

Yeah, Yeah I Already Know That…

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I can’t tell you how often I hear the statement “yeah, yeah, I know that” from struggling solopreneurs. And, for the most part, they are correct – they do know. With Google, YouTube, and websites and blogs on almost any topic, there is no shortage of places to gather knowledge. However, the problem lies not in the knowing, but rather in the doing. What are you doing with all that knowledge, and how is that knowledge being translated into action? Too much of our time is spent consuming new knowledge […]

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11

Sep, 2017

Are You Sales Ready?

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It is forest fire season where I live, which means that I may need to leave my home on short notice should a fire break out. With predictions of a long, hot summer, residents are encouraged to have a “Grab and Go” kit at the ready. A Grab and Go kit is a bag you leave packed with essentials you might need for 72 hours away from your house. Being prepared in advance helps reduce stress when an evacuation order is issued. Now, this blog post is not about forest […]

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4

Sep, 2017

Not Answering Your Phone Is Costing You Sales

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I was working with a technology start-up company by helping them set up their new sales team with everything they needed to get started. One of the objectives on my list was to source a company to help get a trade-show booth designed and ordered. We knew that the client would be using it a lot in the next three years, so the client was willing to invest in quality. I called a company I had used previously, but they didn’t do the booth style we wanted, so they gave […]

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28

Aug, 2017

Oversharing is a Sales-Opportunity Killer

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A common occurrence, especially with solopreneurs, is the problem of oversharing. Oversharing is the act of sharing too much or unnecessary information. We see it on social media when people share way too much personal or private information with their network. You know the friends who do it. In this post, I want to talk about oversharing during sales situations either in person or over the phone. I have overshared during sales situations, and I have personally seen what that can do to a sales opportunity. It is the equivalent […]

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21

Aug, 2017

I Am So Much Better in Person

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One of the most common excuses that Solopreneur (and even professional salespeople) use for not telephone prospecting is: “I am much better in person.” But are you? If you cannot communicate clearly about how you help people (such as your prospect) over the phone, what makes you think you will suddenly be able to do it in person? Do you think it is possible to go from babbling phone fool to gifted in-person orator?  My guess is that you are neither as bad on the telephone as you imagine nor […]

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