Changing The Sales Game

"Speech is power: speech is to persuade, to convert, to compel." - Ralph Waldo Emerson YouTube: Check Out These Highlights:   This quote embodies sales. If we can dial in and develop our speeches and presentations, we can easily and authentically persuade without manipulation, convert because your solution is the correct fit, and compel because the person has been waiting to buy from you. Unfortun...

"Nothing is perfect. Life is messy. Relationships are complex.  Outcomes are uncertain. People are irrational."  ―  Hugh Mackay YouTube: Check Out These Highlights:   This quote is on point. There is no such thing as perfection; yes, life is messy. Yet, I feel like humans look for the easy, the quick fix, the magic pill. We are all here to inspire and create change in our lives and communities. Th...

"The sale most often goes to the most interested party."  – Steve Chandler. Being interested and curious about what our clients need today and in the future is critical to our sales success.  So, how do we show that we care, are curious, and are interested in helping our ideal client?  One way is to use resources available to us to spotlight our genius, experience, and level of care.  One resource...

"Great things are done by a series of small things done together"  – Vincent van Gogh. In other words, we must create a system of small tasks and habits and string them together to achieve sustainable results quickly.    What sales system do you use, if you have one at all? I just had a conversation with someone about sales from a mindset perspective.  No judgment: salespeople face an inner game,...

"Most people do not listen with the intent to understand; they listen with the intent to reply." —  Stephen R. Covey. Omg, I love this quote.  I see it frequently, where people take turns talking at each other, not with each other.  UGH, it makes me crazy.  In my sales process, step 4 is Active listening.  I gave it its own step because listening is the heart and soul of being good at sales.  In m...

"The future of sales is to serve, not sell. Generative AI gives us guidance that's so personal and precise, we're always presenting the most relevant solutions — no pushing required." —  Marcus Chan. Today, I am excited for my guest and me to discuss how AI-powered commercial intelligence can transform sales by providing actionable insights that enhance conversions and boost customer retention. We...

"Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time."  - Thomas Edison. This quote translates to the need for a consistent follow-up process.  My follow-up process is the last step in my 7-Step Easy Sales process.  I call it CPR follow-up, which means consistent, persistent, and respectful follow-up.  Notice the last word, respect, in my CP...

"This is not hard sell-it's heart sell.  Good questions get to the heart of the problem or the need very quickly, and the buyer doesn't feel like he or she is being pushed"  – Jeffrey Gitomer. Selling from the heart and building long-term relationships were intuitive for me and helped me quickly stand out from my peers in the financial industry. By creating a solid foundation and reputation, I cou...

"The confidence you have going into the sales call will determine the level of profit you have coming out." – Mark Hunter. Being in sales for many decades, I have had my share of prospecting wows. Sometimes, I didn't feel like prospecting. Getting motivated to make cold calls, follow-up COI calls, and warm prospect calls to meet my revenue goals has not always been easy.    During today's show, my...

"Sales are contingent upon the attitude of the salesman, not the attitude of the prospect." –  William Clement Stone. Whether you work for a company or own your own business, sales are a key component to the business growing and scaling.  So how can we grow without working 100 hours per week?  Scaling doesn't mean you have to do everything. Automation helps us, as does time management skills. So,...

"Social media is about the people. Not about your business. Provide for the people, and the people will provide for you."  – Matt Goulart, Over the past four decades, sales haven't changed much, yet it has changed significantly because of the many social media platforms we have to reach our potential customers easily. LinkedIn is one of the best for my work, but navigating algorithms and fighting...

"People buy from people they know, like and trust. At the start of building a relationship with your buyer the only thing you can shoot for is 'Trust'. Building trust has to be very obvious from the very first contact you make with your buyer or you kill any chance of starting a dialogue." - Michael deGroot. Sales have been my life for over four decades; I have lived by a code where sales for me m...

The purpose of business is to create customers who create customers.  - Shiv Singh. When I search for the perfect quote for each show, I often reflect on my own sales career. I love it when a quote hits home because I have proven that the idea behind it works.    Today, this quote landed for me because I have lived off referrals and generated so much passive income through the years due to referra...

"It's no longer about interrupting, pitching, and closing. It is about listening, diagnosing, and prescribing."  - Mark Roberge. Lately, I feel like many sales trainers and consultants speak about building deep-rooted, transparent relationships as if this is a new concept in sales.    I remember 40 years ago, when I started my sales career in the financial service industry, there was a lot of pitc...

"Ambition is the path to success. Persistence is the vehicle you arrive in."  – Bill Bradley. Being ambitious and persistent in sales is a critical piece of the puzzle. Today, my guest and I will discuss a process that is easy to understand and, with practice, can become your go-to strategy for meeting and exceeding your goals year after year.     YouTube: https://youtu.be/F0FyeCcRBIA   About Dr....

"Business decision-makers love online video because it gives them the most amount of information in the shortest amount of time." – Robert Weiss. I think many of you have heard my story about starting my podcast using audio only. Then, one day, my producer shared that she felt I should use video, too. My response was not pretty…lol! I said to her, "You're crazy, and that's never happening." Well,...

"Don't be afraid to give up the good for the great."   — John D. Rockefeller. The most significant areas where I see salespeople and sales teams drop the ball are at the beginning and end of the sales process.   Step 1 is preparation at the beginning of the sales process. To put this in perspective, when we are doing our external business development efforts, 90% of successful BD is preparation. Y...

"Work the LONG GAME.  You don't want your relationship to last 6-8 months, you want it to last for years." – Mike Allton. This is a quote called My Name!  We must play the long game, be patient, have the right marketing and sales approach, and truly care about our clients.  If we do it right, the results are incredible.  Building deep, trusting relationships can create a pipeline filled with passi...

"I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel." –  Maya Angelou. Whenever I hear this quote, I am reminded that marketing is step 1 in making a sale but will not make the dales for you.  To be relevant and top of mind to prospects and clients alike, we must have stellar communication skills and a clear sale...

 "It's about making connections through the data that you might not have made as a human being. AI has the uncanny ability to tease out things about the consumer you might never think about." –  Ryan Bezenek. I have been intrigued by ChatGPT since I heard about it years ago. I want to continue to grow my understanding of AI and how to use it to develop sales skills within my business.    Today, my...

"Don't be afraid to give up the good for the great."   — John D. Rockefeller. The most significant areas where I see salespeople and sales teams drop the ball are at the beginning and end of the sales process.   Step 1 is preparation at the beginning of the sales process. To put this in perspective, when we are doing our external business development efforts, 90% of successful BD is preparation. Y...

Connie's motivational quote today is by – Ben Bernanke, "The ultimate purpose of economics, of course, is to understand and promote the enhancement of well-being." When I was in college many years ago, I double majored in Economics and Finance.  Yes, you can call me a dork!  Even though I was unsure of what I wanted to be when I grew up and I knew that finance and economics were two important topi...

My motivational quote for today is by – R. Roosevelt Thomas, Jr. "Let's stop believing that our differences make us superior or inferior to one another. A diverse mix of voices leads to better discussions, decisions, and outcomes for everyone." -  R. Roosevelt Thomas, Jr.  I love this quote and find its relevance extremely timely in today's divided world. My opinion is right; yours is wrong, which...

"Taking initiative pays off. It is hard to visualize someone as a leader if she is always waiting to be told what to do." – Sheryl Sandberg. I have shared the Gallup Global Workplace Surveys about employee engagement at work over the years. Well, a new study just came out, and it's not good! The study shows that 33 percent of American workers describe their work experience as meaningful or engagin...

"People buy from people they know, like and trust. At the start of building a relationship with your buyer the only thing you can shoot for is 'Trust'. Building trust has to be very obvious from the very first contact you make with your buyer or you kill any chance of starting a dialogue." - Michael deGroot   YouTube: https://youtu.be/7VLfEVq5ifA   Check Out These Highlights:   Sales have been my...