20 notes tagged with "Articles"

📄 Always make sure you use the right ingredients, for the stage your business is in...

Let's look at some business fundamentals, starting with the [ 👨‍🎓 Mini-training - Introduction to Stages & Ingredients of Business Growth…

Tagged with: #Articles, #Business Fundamentals, #Stages and Ingredients of Business Growth, #SIBG

📄 "Too expensive!" or "I just don't have the money!"

I’m sure it’s happened to you: You’re talking to a prospect, everything seems to line up, they want what you have - but then comes the…

Tagged with: #Articles, #Pricing

📄 Any leads in your pipeline?

How often do you ask yourself that? "Do I have any leads in my pipeline?" Because the difference between a coach or consultant who…

Tagged with: #Articles, #Pipeline, #Questions, #Sales

📄 Farm, don't hunt (sales for nice people)

Because really, did prey ever get better from being hunted? Sure, the hunting analogy works, when applied to the selling process. Patience…

Tagged with: #Articles, #Sales, #Empathy, #Targeting

📄 Good news - you can stop chasing people!

It’s an easy mistake to make: Chasing after buyers who aren’t the right fit, or who aren’t ready. “But they have the problem I solve! They…

Tagged with: #Articles, #Sales conversations

📄 How to ruin a sale by being helpful

Wait, what? Isn’t being helpful when selling the thing that Martin always teaches? Yes indeed - but if you get it wrong, you ruin the sale…

Tagged with: #Articles, #Sales, #Psychology, #Reactance

📄 How to use your Effective Hourly Rate as a razor to keep you on the most important

A concept I learned from James Schramko, your EHR is a simple yet powerful tool to help you decide which projects, tasks and activities…

Tagged with: #Articles, #Financials, #Strategic decisions

📄 More sales? Have fewer conversations

You know what I think? I think you should stop having all those conversations. You know, the conversations with buyers, the sales calls…

Tagged with: #Articles, #Sales, #Efficiency, #Pipeline

📄 Pricing yourself out of - and into - a market

A while ago I issued a proposal to a [ 🧑‍🎓 Sales Qualified Leads|potential client ], and they turned it down because of the price tag…

Tagged with: #Articles, #Pricing, #Sales

📄 Resistance is everybody's favourite nemesis, and how to deal with it

It's not ready yet. I'm not ready yet. I can't. I don't have the time for it. Can't afford it. No, I don't want to eat my broccoli. We…

Tagged with: #Articles, #Resistance

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