As a potential client, the worst sales call I ever endured was with a Sales Guy for one of the world’s most popular coaching programs, led by perhaps the most famous coach of all.  As I transitioned from corporate life to entrepreneurship, I wanted to get support with all the emotional and tactical challenges I was having, and I figured,...

Kudos to you for even clicking on this post… Selling to friends?! There are very few topics that make my clients recoil in disgust faster than tapping into their friend circle for clients, but I’ve learned this subject comes up and time and again with my high-touch service providers. For example, one of my clients looked around at his peer...

I’m curious — how much time have you spent thinking about the quality of your testimonials? According to Nielsen, 70% of people trust reviews and recommendations from strangers. And why? Because, when done well, testimonials are stories — and we know that authentic storytelling is key in making the sale. However, if you’re like most entrepreneurs I work with, you’re leaving your testimonial power...

Hi there, I got a phone call from my friend last week, and he was in a pricing panic. He had hoped to get six new clients for his summer program, and he had only gotten two. He was convinced he needed to lower his prices.  Here’s the deal. As entrepreneurs who set our own prices, when we hear “no”...

I’m going to share two stats with you that I think you’ll find interesting. According to Hubspot… 1. 80% of sales require 5 follow-up calls after a meeting 2. 44% of salespeople give up after 1 follow-up The message here is pretty clear: If making the sale takes multiple follow-ups, but even seasoned salespeople are giving up after one, then most...

As I was thinking about what to write you this week, I really wanted to avoid telling you this story. But because we often learn more from our mistakes than our accomplishments, I’m vetoing my pride and sharing this with you. I totally blew a sales call. Like, tanked it. A referral came my way from a past client, and...

At last week’s Sales Roundtable, several business owners expressed the same concerns about selling right now: “I’m hesitant to reach out because they’re probably not spending money right now…” “I’m reluctant to reach out because I know they’re busy — I’m probably the last thing on their list.” However, in the same breath, these business owners also expressed desiring to...

This month, I’ve been hosting weekly Sales Roundtables for entrepreneurs and small business owners, and I wanted to share perhaps the most difficult question that keeps coming up: “I’m just not sure how to go about selling right now. I don’t want to be seen as profiting off of the pandemic, so what do I do?” If you can relate...