It seems that every time I’m on a sales call I get an objection. Sometimes it’s a concern about the program taking too much time or costing too much. Sometimes they already have taken programs and want to do more with them before moving on or getting more. Maybe they feel that they can’t make the … [Read more...] about Getting Past Sales Objections
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The Secret to Sales Conversations When Price Doesn’t Matter
If you’re in business you’ve almost certainly heard “That’s a lot of money. I don’t know if I can afford that.” I bet you’d prefer to hear “I don’t care what it costs, fix it!” How do you help someone understand the value of what they are getting by working with you? How do you help them to … [Read more...] about The Secret to Sales Conversations When Price Doesn’t Matter
Want to Know Your Value? Listen to What People Say
With all of the “100 days of gratitude” posts I see on Facebook I have to think that many people believe it feels good to acknowledge when things go well. To say thank you when people help you or are nice to you. To express when you feel appreciative of something. So I have to wonder, why is it … [Read more...] about Want to Know Your Value? Listen to What People Say
Don’t Judge Your Value By Facebook
I help facilitate a Facebook page for a group of entrepreneurs. The page is for day-to-day support. Everyone is encouraged to use the page as a place to ask questions, share celebrations and challenges. I was monitoring the page one day and I saw a post by someone who “admitted” she had been … [Read more...] about Don’t Judge Your Value By Facebook
A Key Question To Help You Discover Your Value
I was coaching someone recently. She said she was having trouble appreciating her value and that she knew she was undercharging her clients. I asked her what type of business she was in. She told me that she helped people reduce stress. And then I asked my favorite question. So what? It’s a … [Read more...] about A Key Question To Help You Discover Your Value
6 Steps to Ideal Clients
This is what I posted on Facebook. “It’s tempting to say yes to any client who offers to pay you, there are clients that quite simply are not right for you.” As the likes and comments racked up I started thinking about that simple statement. I’ve been on both sides of “wrong client”. I’ve … [Read more...] about 6 Steps to Ideal Clients
