it never stops

Life never stops. Your sales cycle should be the same way. Sell when you perform and perform when you sell is a great quote from one of my sales mentors, Jorge Lopez. Jorge is an amazing resource on sales and that’s exactly what you have to be to your clients at the start of the…

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luck is the residue of hardwork

I first heard the above quote from my friend Mike Walter during one of his amazing seminars. The reality is you have to ask and be honest with yourself “Are you doing the hard work that is necessary?” Are you creating your own luck? Many people complain they are unlucky or they have no luck…

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how to ask better more emotional questions

Last week we discussed one of the questions you are commonly asked and how to flip that into a better, more emotional question when we moved from asking where someone was from to where someone grew up. This week we’ll explore how to share your experience. My good friend David Hoyt shared his story with…

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how to ask better more emotional questions

What’s the key to asking better, more emotional questions? Engage the cognitive dissonance in the brain. Understand the person that you sit before by asking questions that uncover personal information about them as it pertains to how YOU can HELP them. Wait a minute Mitch….those are big words…what does cognitive dissonance mean? Cognitive dissonance is…

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hidden advantages of building rapport

We don’t often think about the fact that our clients can be our best source of feedback. They also can be our best source of business inspiration to help grow our business. If you’re not tapping into that somehow then you could become stagnant. How do you tap into your client’s mind? Simple. Survey your…

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