Posted on Monday, March 4, 2019

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In the world of sales, there are few things more important to your success than being able to execute a proposal meeting effectively. The trouble is, there are a lot of ways to fall short of that goal.

If you’ve ever found yourself sitting in bumper-to-bumper traffic when you’re supposed to be at the client’s office in five minutes, or standing over a copier praying for it to stop making that grinding noise and spit out your papers already, you’re doing it wrong. Thankfully, there’s an easy fix.

Posted on Monday, January 28, 2019

Taking a Step versus Taking Action

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How often have you patted yourself on the back for signing up for a new exercise class or spending two hours researching prospects? Now, how many times have you gone on to drop the ball on those things?

We humans struggle with follow-through. It’s one of our regular downfalls. We’re great at taking that first step, but often pretty terrible at seeing things through.

We miss out on a lot of opportunities because of it. What is it that stops us, and how do we get past it?

Posted on Monday, January 14, 2019

Creating a Foolproof Prospecting Schedule

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I’m gonna be honest with you: A lot of salespeople are bad at prospecting. If that statement stung a little or hit too close to home, I’d like to say I’m sorry. But I’m not.

Every day that you choose not to prospect, you’re delaying your future income. There, I said it. If you aren’t putting in the effort to create and implement an organized prospecting schedule, you are losing. This is non-negotiable.

Here’s the good news, however: creating a schedule is quick and easy. Let’s get down to it.

Posted on Tuesday, January 1, 2019

Why You Should Be Writing Every Single Day

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Since as far back as I can remember, I have been in love with writing. It’s one of my favorite methods of expression. But I have encountered so many people throughout my career for whom writing is practically a punishment.

Here’s the thing: Being capable of generating strong written communication makes you more employable. Regardless of your industry or field, you should be working every day to improve and nurture your writing skills. And it’s a lot easier to do than you might imagine.

Posted on Monday, December 17, 2018

Battling Decision Fatigue

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We’ve all been there. You’re driving home at the end of a long day, and you’re totally spent. Whether it was a challenging day full of long meetings, or an amazing day where you finally scored a verbal “yes” from the prospect, you feel wiped out. Your cup is totally empty.

You may find yourself mentally cataloging the things you need to do when you get home. Making dinner feels impossible, so you swing into Papa John’s. This, my friend, is a prime example of decision fatigue. While it might seem like no big deal, it can manifest in ways that are detrimental to your career and your life. But it’s easy to combat if you understand it.

Posted on Monday, December 10, 2018

Utilizing Your Power Referral Partners

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One of the most overlooked assets of any great producer is their strategic partnerships. And the most valuable connections are what I call Power Referral Partners—people who do business with your ideal clients.

While you might feel like you’re doing just fine on your own, the amount of business you are missing out on by not forming and nurturing these sorts of relationships is likely staggering. So where can you find these people? And how can you properly leverage these relationships to boost your business?

Posted on Monday, December 3, 2018

Tips for Implementing New Habits

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As human beings, we’re all on a semi-constant quest for self-improvement. We’re forever trying to form good, new habits that will enrich and improve our lives.

The problem is that we put so much pressure on ourselves when building these new habits that we often beat ourselves up for making simple mistakes, which leads to scrapping our plans entirely. However, these plans don’t have to be so rigid. There is a way to deal with minor setbacks without losing sight of your goals.