
COACHING INSIGHTS
BEWARE OF PITACS!!!

WHY YOU’RE NOT GETTING MORE REFERRALS

WHAT BLOCKS YOU FROM GREATER SUCCESS?

WHAT”S YOUR BREAKTHROUGH?

THE 60-SECOND SALES TEST
Regardless of what business you are in, you are selling something. It may be a product, service, or advice. Today's article focuses on a common mistake that many professionals make when talking to prospective clients or customers. Even if you don't consider yourself to be in sales, read on--the message is universal to how anyone talks with prospects about his or her services or products. Recently, I coached a small business owner who wanted to hire two new sales reps. She wanted to construct some sort of test so she could check out the candidates' selling skills. I suggested an oldie Read more ...THE FEAR OF NOT KNOWING ENOUGH
You're meeting with a client or a prospect. He or she asks you a question and you don't know the answer. Have you ever feared you'd lose business or someone might view you negatively because you "don’t know enough?" Do you have a "professional knowledge gap" in some area of your business? Yesterday, a junior financial adviser told me he avoids opportunities to be connected with wealthy prospects. Why? Because he's afraid of being put on the spot if they ask him questions he can't answer. He said, "I’m the professional who’s supposed to have all the answers. If I Read more ...HOW PEOPLE FEEL ABOUT YOU

ARE YOU GROWING FORWARD, OR SHRINKING BACK?

OVERCOMING THE FEAR OF REJECTION IN BUSINESS & SALES
In my work as a business and sales coach, I can't tell you how many times I've seen competent professionals avoid sales or marketing activities because they were afraid of rejection. The good news is: It doesn't have to be this way. Every day, people who know their success depends on reaching out to new people, sit on their hands and avoid prospecting and marketing. Some intend to do it, but they continually procrastinate. How come? The Hidden Threat The fear of rejection is not about an external threat. No, the threat is entirely internal. It's a self-generated, demobilizing fear. Read more ...It's Not About You! – What You Say When You Talk About Your Business
What are the first words that come out of your mouth when you talk about your business?
Are you intriguing, or just another person delivering a boring elevator pitch?
I've heard thousands of people introduce themselves and their businesses. The vast majority of them miss the main point.
It's not about what YOU DO. Or your expertise. Or how wonderful you are. Read more ...