10 Take-Charge Lessons From “The Boss”
Have you ever been to a Bruce Springsteen concert? If so, you’ve probably marveled at the energy Springsteen and The E Street Band put into their three-hour-plus shows night after night. Once again he is out on the road, doing a coast-to-coast tour that will feature the complete playing of his 1980 platinum double album […]
Why You Need to Read Think and Grow Rich … and Keep Re-Reading It
In 1908 Napoleon Hill went to meet Andrew Carnegie to pick his brain for a magazine article. An interview that was supposed to last one hour turned into 3 days. Carnegie gave Hill the challenge of creating a book on the philosophy of success and instructed Hill to interview over 500 of his successful friends […]
Telling is not Selling — Ask questions, then STFU
You’ve most likely heard the line “telling is not selling.” Yet how many times have you started by asking questions of a prospect only to veer off into a lengthy educational discourse on your offering? It’s a tough habit to break if that’s what you’ve been doing over the years. Yet with proper coaching and […]
A Consultative Interview Process
Elements of a good Consultative Interview with a new prospect include: • A list of carefully scripted questions, done before a meeting. Preparation is a key to success in moving a sale forward. • An agenda for the meeting. Prospects are looking to you to let them know what to expect during your time together. […]