Let’s do a reality check. Your customers know if you’re showing up for all the wrong reasons. They can smell it. Even on the phone. Self-serving sellers show up for all the wrong reasons. It’s what goes through buyers’ minds when they pick up the phone: “Is this person going

Customers want two things in a transactional relationship: to get what they paid for and to be treated like a person. Treat your customer like a number on a spreadsheet and that’s exactly how they’ll treat you. Before you know it, they’re out the door and buying from a different

Content marketers and business owners listen up: it’s time to grab that microphone. Podcasts are booming, and there are no signs of them slowing down. Part of our responsibility as marketers is to leverage appropriate channels to communicate our brand message. If you’re not taking advantage of audio, you’re missing

Everywhere you look, artificial intelligence, automation, and technology are replacing interactions we once used to have with other human beings. Some of this we cheer—such as self-guided drivers’ license kiosks, bots or algorithms that predict which wine, books, or music we would like, or cars that guide you back to

I can usually diagnose problems pretty quickly. I work hard to do so because of that whole “time is money” theory. I like to think it’s a combination of listening, experience, perception, and intuition that makes me a keen consultant. Like a bloodhound for revenue issues —but one who loves

I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you have to say that, you’ve never been “too pushy”. Many of us have had negative experiences with salespeople that have a bulldozer mentality. They’re not

Have you ever started talking to someone and then a “look” comes over them? They pull back a little, maybe cross their arms or turn their body away from you. You’ve just lost their trust. What was it you said or did that triggered their distrust response? It could be

Has this ever happened to you? A hot prospect shows tremendous interest. You have a great first conversation. Your initial meeting was promising. You agree to talk next steps. You send them an email to follow up...and get crickets. You leave them a voicemail...and hear nothing. You send another email

I’ve always thought the term “Sales” was a bit of a misnomer. People say I’m in “Sales.” It’s a noun, which is the result, not the action, which is different than how “Marketing” is presented—as a verb. From a psychological frame of reference, I try to use “selling” as often

What’s the biggest hurdle you face when selling to someone? Well, other than getting their initial attention and time in front of them, your biggest hurdle is building credibility and ultimately trust. Trust isn’t cheap. Credibility can’t be faked. And honestly, many buyers put you at arm’s length at the