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Tired Of Losing Deals You Thought Were In the Bag

Tired Of Losing Deals You Thought Were In the Bag

How many times have you thought you had business in the bag only to find out, at the last minute, you LOST the deal?  A common misfire, in the beginning of your selling process is often to blame.  For many, our prospecting effort is just a part of our selling effort.  So when your prospect utters the golden phrase, “I am interested” it’s easy to get excited and almost by auto-pilot, launch your closing effort. Interpreting their interest as they are ready to buy is a major problem!  It causes you to race off with only the idea of getting...

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One Size Fits All Selling ... Is Costing You Sales

One Size Fits All Selling ... Is Costing You Sales

Selling has changed a lot over the last 20 years with the adoption of the internet.  There seemingly is a new way to sell popping up every day.  But even as things change, there are certain foundations of selling that don’t waiver.  There is one pillar, in particular, that is as true today as it’s ever been.  Get it right and you’ll ignite your sales effort and bring in more business than you can imagine.  But, get it wrong and you’ll miss opportunities and waste valuable selling time fighting to overcome it. We know more about successful selling today than...

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Need More Sales? Focus on what you solve, Not What You Sell!

Need More Sales?  Focus on what you solve, Not What You Sell!

Have you ever stopped to think that the product or service that you're offering isn’t what you’re really selling?  The reason a business exist is to solve a problem for its customer.  That's it major purpose.  If you're not introducing your company in terms of the problem you solve, then you're missing a big opportunity to stand out and make more sales.     Far too many salespeople and business owners, fall into the Offering Trap.  They believe that what they sell is what they actually offer, and so they talk and sell features and benefits.  Prospects aren't particularly moved...

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