by Mark Katz | Knowledge Exchange
Twenty percent of your prospects should turn you down for pricing. If you’re in a high-priced market that number would change, but generally speaking 20 percent of your prospects should say ‘no’ to your price. If that’s not happening, your price is too cheap. I came...
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...
by Mark Katz | Business Strategy, Knowledge Exchange
There is one thing worse than a full calendar – an empty one. When I don’t have messages, part of me really likes it because I get a break, but the other part is left wondering what happened. You always want to be in “generation” mode. I have clients that start up...
by Sandi Burnside | Knowledge Exchange
Do you judge a book by its cover? Even if you want to say “No”, statistics show that you probably do. You never get a second chance to make a first impression. Solid advice, and it has been around for a long time with good reason. When it comes to your business and...
by John Patrick | Knowledge Exchange, Sales, Uncategorized
RULE # 1: DEVELOP A GREAT ATTITUDE AND DO MORE THAN YOU’RE SUPPOSED TO. We are all faced with moments of truth … intersections of Success Drive and Losing Lane. The best way to handle them is to go against the grain … to challenge yourself. Be known...
by Mark Katz | Business Strategy, Knowledge Exchange
If you are a consultant, clients hire you – fundamentally – because they have a problem in their business that needs to be solved. And they don’t always know what that problem is, or how to solve it. Solving it often involves change, and change is hard. We do change...
