#SalesBreakthrough: Prepare To Relax

If you’re reading this in the U.S., chances are you’re preparing for the long holiday weekend. Further, if you’re an entrepreneur or salesperson, chances are you’re feeling one of two ways: 1. AWESOME! You’re meeting or exceeding your sales goals, so you can coast into the long weekend, ready to get down with some backyard bbq and sip your beverage...

#SalesBreakthrough: Mind the Gap

What is your main objective when conducting a consultation or initial meeting with a potential client? Over the years, working with sellers and entrepreneurs, I’ve gotten a wide range of answers to this question, including: To make the sale To share about my services To show why I’m better than the competition There is nothing inherently wrong with wanting to...

#SalesBreakthrough: Uplevel Testimonials

How much time do you spend actively seeking new testimonials and making them the best they can be? According to McKinsey & Company, testimonials and word-of-mouth are the driving force behind 20-50% of all purchasing decisions. And why? Because, when done well, testimonials are stories — and we know that authentic storytelling is key in making the sale. But, if...

#SalesBreakthrough: Brand Wish List

Over the weekend, my client and friend, Gabby Bernstein, hosted Spirit Junkie Masterclass — a spiritual business training that I’ve had the pleasure of working on for the last three years. This time around, I was honored to be up on stage fielding a question about event sponsorship — one of my favorite sales topics! And it got me thinking...

#SalesBreakthrough: Peel The Onion

Does this ever happen to you? You have a sales conversation with an ideal prospect, it goes great, you think you’re about to win the business, and then — crickets. No movement. You didn’t make the sale on the call, and now she’s putting off making the decision to move forward. You’re left struggling with how often and how aggressively...

#SalesBreakthrough: An Attitude of Gratitude

I have a quick question for you: Where do most of your best clients come from? When I ask this in group settings, most people will say “word of mouth.” Sure, they may also get leads from advertising, digital marketing and other sources — but the overwhelming majority say their best clients come from someone they know. First, let’s stop...

#SalesBreakthrough: Respond Rapidly

She almost had me. I found the most bad-ass health coach online, and I was ecstatic to see that she sees clients just a few short blocks from my new apartment. It was fate! I finally found my person, the expert I’d been seeking to help me turn it all around. I was filled with hope. I followed her on...

#SalesBreakthrough: Follow Up

I’m going to share two stats with you. According to a HubSpot report: 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 most sales take multiple follow-ups, but most of us give up after only one, we’re leaving business on the...

#SalesBreakthrough: Renew With Ease

Speaking at an event recently, I got a great question from an attendee: “What’s the best way to renew clients?” Another attendee chimed in and shared that she often feels like she’s starting from scratch when it’s time to renew a client. How exhausting! The very best way to ensure your clients will re-sign — and to ensure your renewal...

#SalesBreakthrough: Get Feedback!

Imagine a sales conversation where, instead of feeling the intense pressure to perfectly explain why you’re the best fit for the potential client, the prospect explains it for you… This week, I’m sharing one little tweak that could make all the difference in your next sales conversation: Ask for feedback! What do I mean by that? Working with sellers and entrepreneurs, I...