How To Increase Your Sales – Sell To People, Not Companies

How to increase your sales – sell to people, not companies   I was sitting with a client last week as he walked me through his marketing and sales plan. One of the markets his company was targeting was commercial property managers. It was an intelligent, well...

How to Defeat Fear: The Power of Confrontation

How to defeat fear: The power of confrontation   Notice what your reaction is when you hear or see the word : confront   For most people it’s not a great association. It sparks images of conflict or brings up memories of uncomfortable conversations from the past, and...

ENJOY Your Time Off

Avoiding Burnout: ENJOY your time off. If you live in the United States, tomorrow is Memorial Day, a 3 day weekend which is traditionally the start of summer. So in a perfect world you’re not reading this newsletter as it goes out on a Sunday at 6am. I’ve been...

What’s the Missing I Could Provide?

What’s the missing I could provide? I have a client, we’ll call him Bill, who is in the middle of selling one of his companies. The framework of the deal is great, but it’s a complicated transaction that’s been dragging on for a while. He just wants it to be done....