We talk quite a bit in sales and marketing about, well, talking. We examine how to get our message across, what to say to potential clients, how to present our businesses, etc. But sometimes, listening can be considerably more productive than talking. Here are five ways you just might be able to get more clients by listening. Read more
Several years ago, when Starbucks used to run quotes on their cups, I received this message on my cup one day:
The Way I See It #76: The irony of commitment is that it’s deeply liberating – in work, in play, in love. The act frees you from the tyranny of your internal critic, from the fear that likes to dress itself up and parade around as rational hesitation. To commit is to remove your head as the barrier to your life.
~ Anne Morriss (Starbucks customer from NYC)
Why is it that some people seem to be naturals at selling, while others struggle to close every sale or even fail completely in a role that requires them to sell? In 1982, psychologist Martin Seligman, PhD, set out to answer that question for the Metropolitan Life Insurance Company. Seligman had been studying optimism and pessimism in the laboratory for almost 20 years when Met Life heard about his research. Could Seligman help them learn how to hire more effective salespeople, they asked? Read more
Lately I’ve been struck by how people answer the question of what they really want. When I ask, they give me an answer that sounds more like what they’d be OK with rather than their bigger picture desire. If I probe a little deeper, they usually say something about how they’re just trying to be realistic. Read more
Much of the popular wisdom about how to succeed as an independent professional seems to center around saying yes. You’ll hear that you’re supposed to market yourself constantly in as many different ways as possible, network with everyone you can find, and take as many clients as possible in order to increase your earnings. The implication is that you should say yes to every opportunity. Read more
Have you had a talk with your business lately? It’s easy to think of your business as something you thought up and that you control. Turns out, that’s not the whole story. Read more
Self-introduction. Elevator speech. Ten-second introduction. Thirty-second commercial. Whatever you call it, you need one to be an effective marketer, salesperson, or even jobseeker. Here are six tips to creating one that produces the results you are seeking. Read more
Rewarding yourself for a job well done — do you do it? If you’re like most of my clients, the answer is no. You may think that rewarding yourself is silly, as do a lot of people, and for that reason most everybody seems to skip it. It’s not silly, however; in fact, it’s extremely important! Read more
It’s only natural to emulate successful people. You’d like to copy their success, so it seems it would make sense to copy their approach to sales and marketing. But modeling your marketing after the gurus in your field may not get you where they are. Read more
It seems like I sat down just yesterday to write an article — I had a great idea and everything — then I looked up and more than a month had gone by. What the heck happened, I asked myself? Short answer: LIFE. Read more
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