Articles

This is what our lemon tree looked like!  We had picked all the low-hanging fruit so this weekend I was determined to pick the lemons that were way, way out of reach.   (By the way, we live in Phoenix, Arizona USA– where the sun shines 350 days of the year). My neighbor loaned me her […]

Are you positioning your product or service as a “solution” to your prospect’s problem?   I highly recommend that you record your prospecting calls.  Why?  Because in listening to your calls, you will become acutely aware of your ability to influence your prospect.  The fundamental key to influencing people is to find out what they […]

As a coach, I am hearing stories every day of salespeople and entrepreneurs who are making decisions coming from a “desperate” versus a “deliberate” perspective.  If we don’t be careful, we can be snared in the doubt that is spiraling down, down, down. The worse thing that you can do is take yourself down the […]

  You’re sitting in your office after promising yourself yesterday that you would start making cold calls today . . . and you reach for the phone and you stop. . . you suddenly remember you need to make a dental appointment, then you remember your dog is overdue for grooming, then it hits you […]

Monday morning I felt like I was starting my day behind the eight-ball.  We had such an activity-packed weekend, that I didn’t get chores done in order to start a new week in an organized way.  Has that ever happened to you?  Eek!  I was beside myself. After taking a deep breath, I knew it […]

Are you sabotaging your sales success because you are getting caught up in the “Ain’t it Awful” Game?  Dr. Eric Berne talks about the psychological Games People Play and “Ain’t it Awful” is one of them. So many of my clients — salespeople, bankers and financial advisors — tell me that when they prospect and […]