What is the Best Way to Break the Ice? A Networking Tip

“What are your top opening lines when you first meet someone at a biz event i.e., a speaker lunch (particularly if you are not a confident networker)?” was asked on Focus.com. I like to think introductions as warming or melting the ice rather than breaking it. Networking and meeting new people can be daunting and uncomfortable. We can feel like we are under the scrutiny of the microscope. … [Read more...]

Are Your Prospecting Results Disappointing?

Are you struggling with prospecting? My last post, “Stop Selling and Start Succeeding” was about relationship selling for sustainable, profitable sales results. Building quality relationships is a step-by-step process. The first step is prospecting, and getting it right is critical. … [Read more...]

Stop Selling & Start Succeeding

When asked “What do you sell?” my answer is “I don’t sell, I develop relationships, many of which happen to turn into business.” … [Read more...]

Book Review: “High-Profit Selling, Win the Sale Without Compromising On Price” by Mark Hunter

  The battles over price are as old as selling. Can you picture the first dirt farmer negotiating for some livestock? Learning how not to flinch when a customer claimed “Your price is too high” took mentoring and practice. When I finally understood that price complaints are to be expected and a sign that the game’s afoot, my reflexes changed. … [Read more...]

Are You Selling to Phantom Buyers?

Imagine you’re running a retail shop. Twenty or thirty times a day, your front door opens and the entry bell rings “ding-ding.” You trace the path of depressions in the carpet and see products shuffled around your shelves. Most of these journeys through your store end with an invisible departure. This is what internet marketing looks like. Marketers view internet analytics and see which … [Read more...]