by Mark Katz | Knowledge Exchange, Uncategorized
There are a couple of ways to do this. One way is to meet with them and say, ‘I’m feeling like our work together is not as productive as I would like and I’d like to refer you to someone else.’ This conversation is never intended to be confrontational; it’s about...
by John Patrick | Knowledge Exchange, Uncategorized
Experts say that unless you do something dramatic, your mental gauge will allow your behavior to keep you at what it determines is a comfortable level. We see that acted out every day. Why do two sales people appear to be doing the same thing – with similar...
by Joe Malinowski | Knowledge Exchange, Uncategorized
I recently went on the backstage tour at Disney World and learned some top secret Disney information that can help you with your online marketing! Here is a quick review and recap of the tour before we begin: Six hour tour, $75 per person lunch included, lots of cool...
by Mark Katz | Knowledge Exchange, Uncategorized
In previous blog posts, I’ve said raise your price until 20 percent of your prospects say no. When you tell a client the cost of your services, and they say they can’t afford it, you want to find out if it’s really a matter of them not being able to afford it, or if...
by John Patrick | Knowledge Exchange, Uncategorized
Do you ever feel like you’re up to your neck as a sales professional, business owner or business executive? Consumers demand more, suppliers demand more, employees and colleagues demand more. So does the spouse, the kids, the dog, the cat and the gerbil. Taken...
by John Patrick | Knowledge Exchange, Uncategorized
RULE # 9: TAKE ACTION. We’ve all heard the saying that the journey of a thousand miles starts with a single step. So do sales careers. Action trumps almost everything. Directed action trumps even that. RULE #10: YOU HAVE TO BE PERSISTENT. It can be learned, as...
