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The Dog Ate My Homework
March 1, 2015

How to Decrease Your Chances of Closing the Sale (And Tips to Increase Your Chances) As a business owner and a sales trainer/coach, I get to experience sales calls from two very important angles. I am both a prospect to another company’s salesperson and I am a trainer/coach to my client’s salespeople. Sometimes, this happens on the same day and the call experience ranges from excellent to poor. Many of the best learning points I make during sales training come from these […]

Keys to Providing Superior Service to Maintain the Competitive Edge
September 12, 2014

About 50% of our work with our clients over the past couple of years was in helping them enhance the service they provide to their clients so they can improve overall business results. It was refreshing to meet so many organizations who saw the link between service and sales. Most of the clients said they provided good or very good service and their goal was to be exceptional. One even wanted to improve their client satisfaction rating from 4.85/5.0 to […]

You Want Me To Do What?
July 21, 2014

How to Influence Without Authority We all have so much on our plate that there are days we feel that we will never be able to do it all. Has this ever happened to you? Just when you feel you have made a little dent in your to-do pile, you are asked to pull a team together to accomplish a goal with a tight deadline.  None of these people report to you and these people are as busy as you are.  […]

Negotiate is a Dirty Word
July 17, 2014

To negotiate means to “attempt to come to an agreement on something through discussion and compromise” (Encarta Dictionary). It is something we do everyday in business and in our personal lives, yet we all are not 100% proficient. And for many the word negotiate conjures up negative reactions…it becomes a dirty word. Because we are not all 100% proficient in negotiating, many people walk away from opportunities because they can’t come to agreement, or they leave money on the table […]

“Don’t Let Them See You Sweat!”
July 12, 2014

Does nervous energy when presenting, interviewing or meeting with new people cause unwanted physical reactions? If so, it is important to manage or prevent these reactions to ensure you remain confident and look professional. Managing Physical Reactions Here are three common physical reactions and ways to manage them so they “don’t see you sweat!” Red Flush in Neck of Face – Wear a shirt that has red tones in it. This way, even though you experience the red flush, it […]

Growing Sales through Service
July 11, 2014

Are you a business owner or manager tasked with the job of looking for ways to grow your business and possibly do things differently this year?  In today’s economy companies often find themselves examining their sales processes and thinking about what they should do differently to grow the business and deepen loyalty. The traditional approach to growing sales is to push your sales people by increasing goals or adding to the sales team to increase your coverage of the market. […]

“I’ll Deal with It Tomorrow”
February 25, 2014

How to Deliver a Difficult Message Today! How many times have you found yourself in a situation where you need to tell a customer something they don’t want to hear? For example you have to share the news that a product is on backorder, a refund is not approved, a shipment is going to be late, a service is not available anymore, your fees have gone up since they last bought from you or a favorite product has been recalled. […]

“Life is Change. Growth is Optional. Choose Wisely.” – Author Unknown
February 25, 2014

Critical Steps to Managing Organizational Change For those of you that have been in the workforce for a while you will most likely agree that change has become the new norm in today’s work culture.  For managers, this new norm has intensified the regular daily challenges of managing employees to ensure maximum performance and productivity.  Comments like ‘This will never work.’ or ‘Management doesn’t know what they are doing.’ or even ‘That was not what I signed up for.’ have […]

“I Don’t Want to Brag”
February 25, 2014

How to Really Sell Your Worth! Why is it so hard for some people to talk about their accomplishments? Why do some sales people fall short in sharing their value proposition? Depending on your generation, it might be because as a child your parents and teachers told you “Don’t brag” and “Don’t show off.” And, as a good child often does, you listened. Fast forward to your professional life and the questions you are asked in a job interview or […]

I Know the Best…Three Steps to Customer Referrals
August 23, 2013

“A customer is the most important visitor on our premises, he is not dependent on us. We are dependent on him. He is not an interruption in our work. He is the purpose of it. He is not an outsider in our business. He is part of it. We are not doing him a favor by serving him. He is doing us a favor by giving us an opportunity to do so.” Gandhi? L. L. Bean? Kenneth B. Elliott? Great […]