The fear of annoying people can put your sales momentum into neutral. When discussing new ways of building sales, every suggested change is greeted by the “but we don’t want to annoy our customers” excuse.  I am convinced that this is just a way to justify status quo and to avoid something new that might […]

As business people, we often get stuck on the ultimate big commitment of the final sale and miss the many micro-commitments that a prospect will have to make before the final commitment. Small Commitments “Micro-commitment” refers to the small commitments that happen as a prospect moves from unawareness to purchase. If you stop and think

Desperation is never a good thing, but it’s a business killer in sales.  I know when you are starting your business it’s hard not to be a little desperate for getting new clients, but it’s best if your prospects do not know that.  Let me give you the ways you might be appearing desperate without

[vc_row][vc_column][vc_column_text]Online sales meetings can be a huge time saver and are, in my experience, often readily accepted by new prospects as an option for initial sales meetings. To the prospect, this seems like a much lower-risk option than a traditional meeting. Think about it: if they think you are wasting their time they can quickly