Don’t Lie to Yourself, Give a Great Presentation!

Tell me if this scenario sounds familiar. You’ve just been asked to speak in front of an audience about a particular subject. You’ve agreed, and the date has been set. But as you begin to prepare for the big day, self-doubt begins to set in. Suddenly, you can’t get out of your own head. My […]

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7 Consultative Techniques to Close More Sales

Consultative sales: we often talk about it, but what exactly does it mean? And more importantly, how does one go about doing it? A simple way to describe this sales method is this: It’s the process in which a salesperson discovers a customer’s needs first, then presents them with relevant solutions. Now, while that might […]

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Why is Telling the Truth So Difficult?

There I was, nervously waiting to deliver a presentation to a group of more than 20 influential CEOs. It was a presentation I had invested more than 80 hours in developing, revising, and rehearsing over the previous month. It was a Big Deal, and I wanted to nail it. As I was being introduced to […]

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Converting Prospects into Paying Customers

As a small business owner, your number one goal at all times is to find ways to get one more customer. You’re looking for ways to convert every business prospect you can into a paying customer, starting with just one purchase until they become a regular. As a result, it can be particularly disheartening when […]

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Building Customer Relationships

The first thing that Jay Abraham tried to teach me was the value of a customer. I don’t mean the lukewarm, wishy-washy appreciation of customers that most businesses have. I mean the intense insight that it is not new customers, but old customers, that are the key to growth and profitability. The company does not […]

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Keep the Focus on Your Message, Not Your PowerPoint Slides

Every November, our employees are summoned to the training facility for the annual health care insurance meeting. In advance of open enrollment, a representative from the firm that we work with delights us with his presentation on the status of health care. What’s in with the new plan? What’s out? How much will it all […]

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Ditch the Script!

Working in the sales industry, there’s one request that comes through more loudly and more clearly than anything else: scripts. “Can I get a script for cold calling?” “I really liked that presentation. Can I get your script?” “What script did you use to make that sale?” And I get it. It’s not easy initiating […]

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Traits of a Successful Sales Team

Your sales team is so critical for growing your business—without a customer, you don’t have a business! There are certain personality traits and characteristics that you can look for as you add new people to your sales team—or that you can inculcate in your existing team members to help your business grow. The ADP blog […]

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A Process for Learning from Failure

For the past year and a half, my brother and I have been working on a SaaS startup company. As part of that process, like for pretty much any business owner, we have to go in and make presentations to prospects. I recently lined up someone who I thought was a tremendous prospect. I went […]

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Just Breathe

In the course of our day, we often get spun up, anxious, or nervous about something. Maybe it’s the pre-presentation jitters or asking-for-the-sale shakes. Maybe it’s your first big group presentation, or your first time in front of a large audience. Your nerves go into overdrive, and you unknowingly slip into reaction mode with very […]

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