Category Archives: Sales Mastery

Getting REAL Results in Sales

After decades of sales experience and learning to manage the “Little Voice” that either lifts us op or tears us down, we’ve learned one thing for sure: Our Results will Never Exceed Our Self-Concept. So what does that mean? As … Continue reading

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Put Your Elevator Pitch to the Test

Here’s the real litmus test of an e-pitch: The “So-What?” factor. You already know the elements, right?  In a nutshell: Give your first name, a thimble-sized description of your industry, a credibility factor or success story, and ask an open-ended … Continue reading

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The Sales Pitch is Dead

Stop pitching. Start conversing. That’s the long and short of sales in the age of 30-second attention spans and social media marketing. THIS NOT THIS Geoffrey James wrote a great article for Inc. magazine about conversations that create real sales … Continue reading

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Let’s Get Real

At some time in our lives, everyone of us has been told to “behave” a certain way, or that  our heart’s desire is not “marketable,” or that we have to change who we are deep inside to be accepted by … Continue reading

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Sticky Questions About Your Success Rates

Sooner or later, some smarty-pants type is going to hand you an objection disguised as a sticky question that goes something like this: “What kind of success rates have you had?” And if you are like many other small biz … Continue reading

Posted in Handling Objections, Indecision, Little Voice Mastery, Sales, Sales Mastery, Sales Tips, Sales Training, Success & Failure | Tagged , , , , , , , , , , , , | 2 Comments

The Spider and the Fly

“Step into my parlor, said the Spider to the Fly…” (Mary Howitt, 1799 – 1888) We talk a lot about Little Voice holding us back with negative chatter. Sometimes, though, its a sweet, seductive voice… “I deserve a treat, and … Continue reading

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Being an Expert

You hear a lot of people say that if you want to be taken seriously in your industry, you have to be an expert in your field. You have to have all the right credentials and know everything there is … Continue reading

Posted in Little Voice Mastery, Sales, Sales Mastery, Sales Tips, Sales Training, self-talk, Success & Failure | Tagged , , , , , , , , , , , , | 3 Comments