Category Archives: Sales

There’s an extremely powerful strategy to grow your business called the foot-in-the-door (FITD) strategy. FITD plays on psychology to get to the sale. This strategy works well because it gets past the prospect’s natural resistance to being sold. The process starts with getting a person to agree to a small request that doesn’t take them […]

It’s no secret that one of the best ways to grow a business is through strong referrals. Whether these referrals come to you through a system you have in place or because of the solid reputation your business has built over the years, each referral is a precious gift. You have one chance to turn […]

Referrals are one of the best ways for growing a small business, yet most companies have no formal process in place to make sure this great source for quality leads continues. Waiting for leads to fall in your lap is not a systematic referral-generation strategy! Some people feel guilty about asking for referrals because they […]

Your target audience is being bombarded by sales and marketing messages every day. Some estimates state that a person is exposed to more than 3,500 messages on average every single day! No wonder we develop strategies to filter out the hype and all the noise so we can get our work done. Otherwise our days […]

In business, the term “gatekeeper” refers to the person who has the authority to control access to the decision maker in the company. The gatekeeper guards and monitors traffic to the person in charge. In most companies, getting an appointment with the decision maker requires getting past the gatekeeper. Selling to the decision maker requires […]

You may have the greatest service or product in the world, but if you can’t sell it, how much good will that do? The good news is that small improvements in your selling can have exponential effects on your bottom line. Focusing on the factors that can increase your selling efficiency or selling effectiveness will […]

Strategic planning and thinking are critical to success in business — and in sales. Strategic thought focuses on the big picture. It looks at building sustainable, long-term relationships with clients who can benefit from what you have to provide. Tactical thinking, however, focuses on the here and now. It cares only for making the quick […]

The cycle of doom is the nightmare of every business owner and salesperson who works to attract prospects and customers. It occurs when you find yourself without a steady, predictable stream of high-quality prospects that turn into customers. As the cycle progresses, every day can feel like a challenge. Where are the next leads coming […]

One of the goals of every business owner should be to build a company that is worth selling. Whether it is actually put on the market or not is another matter. A business that is worth selling is growing, vibrant, and healthy. That’s why it’s in the best interest of everyone involved in the company […]

One of the keys to a successful business — and a fulfilled life in general — is to not only have a plan but to also have forward momentum pushing you in the direction you want to go. Many times, the problem in moving forward isn’t the goal but the struggle to generate the drive […]