Blog

What’s the one thing that “really really” sells itself, and makes people want to buy it without you having to “sell” it? As you saw, the answer is: COACHING. If you’re going to be successful as a coach, or grow your current coaching practice, then it’s important to know exactly how to get all the […]

Read

When you’re in a difficult situation, a sales presentation, a client meeting and the client asks you a question you don’t know the answer to. What do you say? You know that moment of terror, you start dreaming up all kinds of answers. It’s happened to all of us. And, we’re supposed to be the […]

Read

There are a hundred or more mistakes you can make when selling your services to a prospective client. But this one is the worst one you can make. Note: The following is the transcript from my latest YouTube video entitled “The Biggest Sales Mistake You Can Make.” I want to share what I think is […]

Read

Just think back to the 2000s, when email marketing was still relatively new. If you had a large email list at that time, you basically had a license to print money. Because the response rate was still high, it was easy to turn subscribers into sales. Fast-forward to 2019, and email marketing isn’t nearly as […]

Read

When I was 20 years old my Uncle Jerry told me that if I mastered selling and developed my sales skills I’d never have to worry about making money. I took that very seriously and from that day forward I became obsessed with studying sales and persuasion. Copywriting is sales in the written word and […]

Read

What if you learned that there is a 100% mirror image correlation between how you make a purchase and the behavior you will tolerate from a prospect? One of the hidden sales weaknesses I help people break through at my events is called the Non-Supportive Buy Cycle. It’s a fancy name for understanding that how […]

Read

Video Transcription: I want to share my quick philosophy on why you should never email a proposal to a prospective client. There’s no doubt you’ve been in a situation where you got through with your initial sales meeting and the client says, “Just send me a proposal.” And maybe you’re trying to secure a client […]

Read

Your true differentiation in the marketplace, up against other consultants and agencies, will always be you. What can separate you quickly from the competition is making the sales conversation all about them. Let me explain. The discovery process of asking questions and uncovering your client’s most pressing challenges quickly separates you from the pack. How? Because […]

Read

What’s the most important factor that determines your profitability in business? The fee that you charge for your services. The one concept that can and will change the game for your business is this: raise your fees. But, before I share the secret formula, here’s why you don’t want to sell at a low fee […]

Read

Ready for a simple, killer sales tip? When I meet with clients, I often WRITE out what you see in this graphic on a piece of notepad paper for them (I originally learned it from Jay Abraham): Typically at the end of the discovery meeting or while presenting to them our proposed solutions. Just do […]

Read