real dilemma of getting info from clients

This is part 2 of the Real Dilemma of Getting Info From Clients Post from last weeks. STOP giving information and START having a conversation. Once you start the conversation, continue the dialogue by asking open-ended questions such as “Why do you want that?” or “How does that look to you?” Understand that what it…

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failure isnt failure if you succeed from it

Failure isn’t failure if you learn from it. Someone has to take the risk and prove that something else can be done beyond the status quo. This thought process came to me believe it or not by binge-watching ESPN’s 30 for 30 series recently and stumbling upon their episode “This Is The XFL”. Let’s set…

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real dilemma of getting info from clients

They want a price. You want a meeting. Well, really what you want is the booking, right? It’s kind of an adversarial start because you both want something different. What we have to avoid is puking what we do, regurgitating everything that we offer in hopes that SOMETHING will resonate with them and will lead…

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trust the process

What’s your process? I’m not talking about the sales process this time. I’m speaking about your planning process, how you move your product or service through your company with final delivery to your customer. In that time frame before final delivery, are you missing opportunities for referrals? If you’re not touching base with your clients…

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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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how to craft your story

This week we continue with Part 3 of How To Craft Your Story. Do what you say you will do. This seems like a very simple concept, but let’s expand on it. Not just do what you say you will do, but do it WHEN you say you will do it, or even BEFORE. Exceed…

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