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Is Feature and Benefit Selling Costing You Business?

Is Feature and Benefit Selling Costing You Business?

Research tell us that only 10-20% of sales engagements end successfully, with a closed sale.  That’s alarming!  If you’re in sales, the question to ask yourself is, “What I am I doing to stay out of the 80-90% that fail to close?” If you want to make more sales, you have to attract more opportunities.  The first step is to use language that resonates with your buyer.  Buyers focus on eliminating their pain or problem, but most salespeople are selling gain and improvement.  Remember, 80-90% of sales engagements fail to close, and the vast majority of sales people are taught...

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Need Sales But Hate Selling ... Do This

Need Sales But Hate Selling ... Do This

Have you heard the old saying, “Nothing happens until somebody sells something?” It's true, but for a lot of business owners and salespeople, getting more sales is a challenge. Why is that the case?  A major reason for many of us is our Inner Game - the messages that we tell ourselves, consciously or subconscious, about selling.   I’ve found that when people consistently struggle to make sales, it’s often tied to their perception of what it takes to successful sell.  Their inner message usually sounds something like this … to be a successful at selling, I must:   Be...

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Self-Promotion Isn't A Four-Letter Word

Self-Promotion Isn't A Four-Letter Word

To succeed, you have to continuously promote your business.  But, for many owners, talking in-depth about their business without an invitation is extremely tough.  They have a block that holds them back and causes them to miss opportunities.  If you find it hard to initiate a conversation about your business, but simple and easy when someone ask you, then you may be struggling unnecessarily.  Self-promotion doesn’t have to be uncomfortable … and here’s why. As kids, we learned that “tooting our own horn” wasn’t socially acceptable.  Bragging lead to being labeled or even disliked.  The need to “fit in” is...

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Your Business Underperforming, maybe it's your ego

Your Business Underperforming, maybe it's your ego

Owning and running a business requires that you get over the limitations that others live under.  But balancing the determination to succeed against believing that you have to have all the answers, costs many owners the success and lifestyle they desire. I have found that most owners suffering the pain and anxiety of an under-performing business do so because they subscribe to the “Unwritten Ownership Rule”.  They falsely believe that it is solely on them have to have all the answers, ideas and solutions.  As a result, they live in their own personal hell, stuck between the need to do...

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Business Owners, Want More Customers?

Business Owners, Want More Customers?

Many business owners fight relentlessly every day to make a profit so they can stay in business.   Bringing in new customers and growing revenue is at the heart of the challenge.  The challenge gets even tougher when you “wing it” with your selling effort. Shooting from the hip removes any control you have to directly impact getting business, and basically says you have more belief in the ability to magically land on the issue that motivates your prospect to buy, than you do in a systematic approach that can be measured and honed.    If you want to grow your...

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How Focusing on Rapport Works Against You

How Focusing on Rapport Works Against You

How many times have you thought you had a deal in the bag, but lost it at the 11th hour?  Why does this happen?  Most often it’s because of what you’ve been taught about building rapport. Don’t get me wrong, rapport is important, but asking about the fish on the wall or whatever else you see in their office, is a problem.  Think of it this way … when you have a problem that you want to fix, do you really want to spend time talking about the things in your office or do you want to discuss how to...

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