Tag: sales

  • 6 Reasons You Don’t Have Enough Ideal Clients (and How to Fix That)

    6 Reasons You Don’t Have Enough Ideal Clients (and How to Fix That)

    Ideal clients are the ones we love to do business with. They are easy to work with, appreciate and value us, challenge us and want us to challenge them. Doing business with them is profitable and they think they are getting a good deal from us. We wish we could clone them and they wish all their partners could be more like us. So why can’t all our clients be ideal one? Read on to learn six things that get in the way and what to do instead.

  • We May Be Undercharging

    We May Be Undercharging

    Profit pressure may come from burgeoning costs or poor planning. But often it comes from not charging enough. Many of us feel we need to compete on price because that’s what the market demands. Really, though, it’s because we still have to do the work of focusing on our ideal clients, listening to how they explain […]

  • How to Be Well Rewarded

    How to Be Well Rewarded

    Most people don’t know what they want. And if they do, they probably don’t know how to get it. That’s how we can help them. We, the noble leaders, sellers, and influencers are committed to win-win. We know the process. And we are good at running the process: connecting, listening, & exploring, suggesting & negotiating…

  • Sharpen Your Market for Fun and Profit

    Sharpen Your Market for Fun and Profit

    There is a huge temptation to say, “Our target market is everybody.” After all, the bigger our market, the more opportunity, and the more likely we can continue to grow and provide our products and services, right? No. A large target market is difficult if not impossible to engage and serve. It’s tough to be…

  • A Mini Rant About Sales

    A Mini Rant About Sales

    I recently read someone’s description of a salesperson. Salespeople, they said, “have the ability to position a product or service in a way that makes customers want to buy it.” No, no, nope, no. This is not the kind of sales or salespeople any of us wants or needs. Good salespeople (including people who sell…

  • Determining How Well Sales People Will Sell

    Determining How Well Sales People Will Sell

    How can we tell whether a sales person will do well? Every sales person has seven sets of assets that determine how well they will sell. These are: Business knowledge: How well do they understand our specific business: who we help, why we help them, how we make revenue and profit, and what are our business goals? Sales…

  • Leadership, Sales, Collaboration and Picking a Place for Dinner

    Leadership, Sales, Collaboration and Picking a Place for Dinner

    Leading, selling, collaborating, and choosing a place to go to dinner with your partner tonight are essentially the same. They all require understanding what the other person ultimately wants, having them understand what we want, and creatively finding a way to satisfy both sides. When we take this particularly helpful perspective, we can easily master…

  • Stress Is…

    Stress Is…

    Stress is the difference between the way things are and the way we think they should be. This means that we can reduce stress by either changing the outside world or changing our perceptions. Both are valid approaches. We may think that changing our perceptions is hard to do. But it is waaaaaaaay easier to flip our…

  • The Secret Ingredient

    The Secret Ingredient

    Before we direct, correct, encourage, sell to, influence, plead with, or praise people, let’s take a moment to quietly love them. If we can’t love them, let’s appreciate them. We can find even some small aspect about who they are that we honestly appreciate. It takes a minute or two before a meeting. With practice, we can do it…

  • To Succeed Wildly

    We succeed because we believe we will. We succeed wildly when we truly believe we will succeed despite having little or no evidence, reason, or precedent for it. Spend less time trying to answer the question, “Yes, but, how will/could/would/might it happen?” Instead, increase your time imagining how wonderful it will be when you have…