Why Do Some Prospective Clients Go Dark on You?

Why Do Some Prospective Clients Go Dark on You?

by | Aug 14, 2020 | Sales Motiviation

Let’s say a prospective client contacts you, apparently very excited about your product or service. They want to meet with you immediately because “time is of the essence” or they want “to nail this down right away.” Your meeting goes well. You hit it off with the...
Managing Your Most Important Business Contacts

Managing Your Most Important Business Contacts

by | Jun 26, 2020 | Sales Motiviation

You know that old saying: “Keep your friends close and your enemies closer.” Perhaps we could add another clause: “…and keep your references closest of all.” One of my readers recently asked me “to write an article about work and business references in this age of...
Increase Your Sales Confidence

Increase Your Sales Confidence

by | Jun 19, 2020 | Sales Motiviation

In last week’s article, I talked about “creeping self-doubt.” This week, we have a related-but-broader topic: confidence. The events of 2020 have rattled many professionals’ confidence, yet confidence is an important prerequisite for business and personal success....