Great entrepreneurs manage uncertainty. There is no greater uncertainty in business than going in blind to a negotiation. And yet, that’s what many entrepreneurs do. Why? Because they don’t know
The biggest mistake you can make in any negotiation is NOT HAVING A STRATEGY for that negotiation. Before you go into any negotiation you must have a strategy and you
If you try to speak to a Competitive personality type the way you speak to a Spontaneous personality type YOU WILL ALWAYS LOSE THE SALE. Why? Because different personalities
In Sales, when you develop a safe buying environment you begin to engage in meaningful dialogue with your prospects. In meaningful dialogue you discover your prospect’s objections and fears. When
Seeding is one of the most underrated and underused tools. Entrepreneurs have a lot of tools for getting their products into the hands of their market. But if an
How do you eliminate rejection? Quit Promoting and Start Pampering. I don’t even make an offer to a premium client until I know THEY are qualified for my offer.