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The line between content and marketing has become really blurry. It’s nothing new, and you’ve probably heard me say this before. If you haven’t, then just look around you.
Did you know that sales are almost never lost at end of sales meetings?
Most coaches don’t understand this, though. They put all their attention into the close and ignore the beginning.
When a prospect hires you, what are they buying? Your product? Your program?
When a sales appointment doesn’t end with conversion, most coaches think there was a problem with the way they closed. They believe they must have done something wrong at the end or they’d have a new client.
When a one-on-one sales appointment ends in rejection, it can be really frustrating. It’s completely natural to think back over the entire appointment to try and figure out where it went off the rails.