Posted on Monday, May 21, 2018

How Are You Spending Your 168 Hours This Week?

The #1 reason why salespeople sign up for coaching with me is that they want to take back control of their day and manage their time better. The very first thing most of my coaching clients say to me is, “I just need more hours in the day, Dew. I don’t have enough time to get everything done.”

There are so many things we could accomplish if we just had a little more time, right? Well, there’s a simple way to find that time. And I’ve never had a single client not find extra hours in their week after completing this exercise. Ready to reclaim your lost time? Let’s do it!

Posted on Monday, May 14, 2018

One Bad Minute: Dealing With Adversity

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We’ve talked a lot on this blog about how attitude is everything, and how you’re 100 percent in control of it. How you process and respond to adversity factors heavily into how successful you’ll be.

I can hear you saying, “That’s easy for you to say, Dew; you’re always so positive!” Don’t give me that excuse. I wasn’t always this way, and neither were many of my clients. How can working on your response to adversity change the way your world works?

Posted on Monday, May 7, 2018

Uncover the True Sales Objection

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I was working with a coaching client who was reaching out to prospects in the hopes of becoming their preferred vendor. Unfortunately, when a prospect asked for more information, he’d send them a link to his website without further evaluating what specific questions they needed answered.

He sent 14 follow-up emails to all of these people that he’d sent his website to and was confused about why he couldn’t get in touch with any of them. But of course he wasn’t going to win their business—he wasn’t even beginning to address their objections.

Posted on Monday, April 30, 2018

Become a Master Problem Solver

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We all make mistakes, right? But if you really want to excel as a salesperson, you’re going to have to learn how to solve your own problems.

Recently, one of my insurance industry coaching clients mistakenly submitted an application with some outdated information on it. After he shared the price quote with the prospect, he realized the out-of-date info made the quote much lower than it should have been. He was so dependent on his manager to resolve his mistakes that he almost lost the deal because he didn’t have the right tools to solve his own problems.

Posted on Monday, April 23, 2018

5 Simple Ways to Boost Your Attitude

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Attitude is everything in my business…in my personal life…and, frankly, in everything I do. I believe my positive attitude is my superpower! And I know it begins with my habit of starting each morning saying, “Today is gonna be a great day!”

While launching every day in a positive manner will inevitably boost your mood, there are plenty of things you can do all throughout the day to help contribute to a better sense of overall well-being for yourself. Here are a few of my favorite tips:

Posted on Monday, April 16, 2018

Get Quicker Decisions with the Walkout Close

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Not too long ago, my husband Shane and I were in a meeting with a business partner of mine. The partner was pitching me on the idea of joining him in starting a new division. He wrapped up his thoughts and said casually, “I need to run to the restroom. I’ll be right back.”

While he was gone, Shane and I talked things through. A few minutes later, he strolled back into the room and asked us, “So, what do you think? Do you want to go to Australia?”

Posted on Monday, March 19, 2018

Don’t Let Your Inbox Run Your Day

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I have a client who lives in the Pacific time zone, but her headquarters are in the Eastern time zone. In her company, emails start flying back and forth around 6 am, which is 3 am her time. Despite the insanity of it, she feels compelled to reply to emails during what was literally the middle of the night.

While you might not have the added stress of a time zone differential, many people struggle to handle emails in an efficient manner. A recent study from Microsoft indicates that email takes up roughly 35% of the average worker’s day! But taking some simple steps to manage your email effectively can take your productivity through the roof.