You be the Lamborghini

Here’s a 1984 Honda Accord. Cost is probably $1,500 if you could find one. And here is a Lamborghini Veneno. Price is $4 million. I’m not joking. Four million dollars. Both of these cars could get you to the store and back, right? So if they do basically the same thing, why is there such…

Can I ask you a question?

Small businesses fail for lots of reasons. Poor management Lack of sales ability Competition Market changes No deep dialogue with customers And there are two silent killers of small business. Silent because they don’t show up on any financial statement. Do you know what they are? Giving too many proposals that aren’t won Employee turnover…

The Yard Boy.

Last week we talked about how your receptionist can kill your sales if not properly trained. In that same spirit, today we have a story that will take you 39 seconds to read. The Yard Boy  Author Unknown There was once a little boy who walked into a store and asked the proprietor if he could use his…

Receptionist, killer of sales

I was sitting in a large conference room with a client of mine. We were there to listen to this “big wig” of the industry who had flown in to tell us about what was working for other companies around the country. This guy was fairly high up in their $3 billion company. I was…

How to win the price war

 “In time of peace prepare for war.” –Publius Favius Vegetius Renatus We’ve all been there. You’re working through the final stages of negotiating with a prospect. Things seem to be going well. They like you. You like them. They need what you’re selling. You’re already emotionally spending the commission. Then bam! Mr. Prospect drops the…

How to be a better hamster

*an open letter. Names have been changed to protect the innocent. And the guilty. Tom Brown has a problem. An addiction. It’s called workaholism. I think he’s aware of it, thankfully. That’s why he hired me. But I don’t think he realizes how extreme his case is. Workaholism is harder than other addictions because it…

Still Afraid of Sales Calls?

By the year 2025, roughly 40% of us will make a living in some sort of freelance work or self-employment. ​ Uh oh for you. Your mom should’ve paid for sales training instead of piano lessons. ​   Let’s be honest – any successful enterprise has a salesperson or sales team for an engine. And the fastest…

Growing Your Business, Step 1

Where do most people learn about sex? There are countless books, manuals, training classes, gurus and teachers available to make people better at knockin’ boots. And yet most people stick with what they learned through conversation in the high school locker room and then they add in a little trial and error of their own….

Are you an expert?

Let’s talk about how smart we all think we are. We’ve gotten so good at hiding behind our job titles. “I’m an attorney.” “I’m a financial planner.” “I’m a lender at XYZ Bank.” We think we are experts. ​ And a lot of us are experts in our field of study. Unfortunately nobody cares. Your customers…

The RAS and when to ask for referrals

There is a little part of your brain called the reticular activating system, or RAS. The formal name for it is extrathalamic control modulatory system, so we will stick with calling RAS. It’s the size of your pinky and its located right at the base of your brain. The RAS is the filter for what…