I had the chance to review one of my client’s sales calls, and I noticed that they missed a crucial step – asking for the sale at the end. I’m not entirely certain why this is such a common occurrence, but there seems to be a misconception that asking someone to buy something is somehow […]
Jeffery Gitomer once wisely said, “People love to buy but they hate to be sold.” This quote holds profound wisdom as you embark on shaping your sales process. Often, individuals who are just stepping into the realm of sales feel a sense of discomfort when it comes to selling. They might believe that they’re imposing
Creating and implementing your script package is key, but the real magic comes from recording yourself using it during a sales meeting. Let’s be honest, most people shy away from this step – it’s a bit unscientific and requires some courage – but those who do it, about 95% of them, often realize they weren’t
Guided Frameworks Results Read More »
The key to effective sales lies in adopting a comprehensive script package that encapsulates every stage of your process. I can anticipate the skeptics chiming in already. “I’m not a robot.” “Every individual is unique.” Blah, blah, blah. These assertions are valid, but they often serve as excuses to evade the responsibility of truly mastering
A common question that came up after yesterday’s email was about the concept of Practicing what you preach. For us, this means going back to the fundamentals of our 6 Steps and 5 Ways blueprints. It involves meticulously crafting, testing, and assessing our business systems and processes in the same manner we advise our clients
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It’s intriguing to observe how many business owners struggle to truly let go. Even when they appoint someone as General Manager, they tend to scrutinize every move, doubt decisions, and even invite other employees to voice concerns about the GM’s actions. Let me share this perspective I’ve come to embrace: there are companies out there
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As I find myself immersed in a journey spanning a few weeks, I’ve been contemplating the true essence of owning a “Commercial Profitable Enterprise That Works Without Me.” I’ve gained substantial clarity on the actions I need to take once our business reaches the point where a CEO can effectively oversee its operations. It’s apparent
Every visit to Disney offers valuable insights into the world of exceptional companies. Disney is presently in the process of onboarding their college and international employees this week. Despite the considerable training efforts, which might seem overwhelming, the whole affair is truly captivating. The remarkable aspect is how potent Disney’s hiring brand is; the moment
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Let me shed some light on a crucial concept: if you find yourself snugly ensconced within your comfort zone, there’s a paradoxical truth lurking beneath. Despite the illusion of security, your world might actually be contracting rather than expanding. The moment you halt your pursuit of learning and personal development, a couple of unwelcome shifts
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If you caught the movie Oppenheimer, you witnessed a brilliant example of someone who dared to envision an alternate future. And then, he materialized it into reality. Here’s why this matters: the universe is primarily composed of energy (remember, almost 99.9% of every atom is empty space). You only perceive things when you consciously direct
