Understand networking to close sales The Case Study: I attended a networking event and, as the chair of a networking group and president of my own company, I wore a rather large name tag. As I was standing there an attendee approached me, practically jumped in front of me, threw his hand out and said…
Say What You Mean & Get What You Want
Do not be afraid to sell one thing for fear of not selling other things. The Case Study: I was in a networking meeting last week and met a number of business owners. As they introduced themselves to me, the need to say everything about their business left me saying “Ok, now what exactly do…
A Successful Business is Run by an Ordinary Person Who Makes Extraordinary Choices
The Case Study: In today’s world it is normal for a person to re-think what they want from life. A large percentage of our population, from college graduates through the 55-plus generation, is still is trying to figure out what they want to do. They are looking for a way to seize control… of business…
In order to succeed, you must be interested.
The key is to listen more and talk less. The Case Study: One of my clients, a man in sales, came in last week for a business consultation feeling very down and lacking the determination to continue. He’d had five meetings that week, all of which had gone poorly, and he felt like he just…
Clear Your Own Path to Success
Taking an honest look at and eliminating what gets in the way of our success is crucial to growing ourselves and our businesses. The Case Study An independent sales representative was working out of her home. In addition to struggling in her work to build clients and increase sales, she was also feeling pressure from…
Surrender to Time Off
It’s no simple task, but there is growth in recovery. The Case Study: Small business owners desperately need time off and every year, around the holidays, entrepreneurs learn that it’s tough to take even a week or two off; even a few days can be tough. The self-employed person pays for their ‘fun’ twice: the…
Understand the impact your behavior has on everyone around you.
Finding effective ways to address negative attitudes at work can have an impact on the bottom line. The Case Study: Jonathan knew this was another high pressure day at work where an enormous amount of work needed to be done. When he arrived at work, he spoke to a co-worker and said, “We don’t even…
The Most Important Thing a Person Has is Their Integrity
Every week clients report stories about having great phone conversations and meetings that hold so much potential for working together. They have talked to the decision maker, the sales moment has been captured, and there is every reason to believe it is a go. You are so excited and so close . . . you…
Building Resilience is Key to Business Results
Challenges and stress are certainties if you own or run a company. How you manage these challenges, your perspective, and your network of support are factors that determine whether you can build the resilience you need to weather the storm and achieve results. The Case Study: Too often business owners are coming into sessions or…
Focus. Focus. Focus.
The Case Study: A recent client hired us to conduct a brainstorming session with the senior management team. Their goal was to get everyone on the same page around their business development efforts for the coming year. As we were mapping out their various revenue streams on a white board, it became very clear that…
