My friend and fellow speaker Andrew Sobel is a leading authority on developing and sustaining long-term client relationships. He has authored over eight acclaimed and bestselling books on the subject. Early in Andrew’s career, I was his speech coach. Now as a speaker, Andrew’s message is especially relevant to companies that need to standout in increasingly crowded markets. I always remind people, “Sales conversations are most effective when they are focused on your client’s concerns – not on the product or service you provide.” Asking the right questions is the only way to understand your client’s concerns. I share this excellent article from Andrew on the subject: Continue reading
I’m looking forward to speaking at the Assessments24x7 2nd Annual Users Conference in San Diego this week! Assessments24x7 provides corporate employers, industry coaches and consultants the analytical tools to benchmark their hiring processes, boost employee productivity, and maximize performance. Understanding another person’s behavioral style is key to understanding their communication style. Dr. Tony Alessandra, an expert in behavioral styles and founder of Assessments 24×7 explains, “…people will teach you how to communicate with them if you’re willing to learn their signals…” I share this great advice from Tony:
I am delighted to be speaking at the Assessments24x7 2nd Annual Users Conference, October, 8th and 9th in San Diego. Assessments24x7 provides corporate employers, industry coaches and consultants the analytical tools to benchmark their hiring processes, boost employee productivity, and maximize performance. Identifying unique personal strengths is invaluable in achieving professional happiness. Is adaptability one of your personal strengths? Continue reading
Every successful speech begins with an underlying structure. In this brief video sample from Fripp Virtual Training, I introduce the basic elements to address in organizing and structuring your speech – your opening, your closing, and your premise. I touch on several questions you should ask yourself when putting together your remarks, as you consider the make-up of your audience and what questions they will likely have going into your presentation: Continue reading
The most successful sales presentations include stories of how products or services have specifically worked for past customers or clients. Your prospective client might be trained to resist a sales pitch, but no one can resist a good story. At a recent Lady and the Champs Speakers’ Conference participants asked me some great questions about how to use stories in sales presentations, including:
- What do you do when you can’t mention a past client by name?
- How do you sell to competing companies within the same industry?
- What if a prospective client brings up the fact that you haven’t worked in their niche industry before? Continue reading
My friend Joanne Black, a leading authority on referral selling, says, “Just because clients are willing to refer you doesn’t mean they will.” Join us, Wednesday, September 9, 2015, 12:00 noon PST, for a complimentary interactive virtual training to show you how to “Pack Your Pipeline with Hot Prospects.” Register and receive a replay link, even if you are unable to attend. Enjoy these insights from Joanne: Continue reading
Are you losing sales you feel you deserve to make? Could you and your team benefit from being more powerfully persuasive? Join me for a complimentary 45 – 60 minute interactive training 10:00am PST Wednesday, September 2, 2015. I will be sharing secrets of super star sales presentations! Continue reading