5 Rules for Nurturing Your Dream Clients

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If you want to win your dream clients, you have to nurture those relationships over time. You have to make the deposits that make you known and that make you known as a value creator. Here are 5 rules to help you nurture your dream clients without making the mistakes most sales … [Read more...]

What To Do When Your Mistake Stalls a Deal

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Anonymous sent me an email. She believes she may have lost a deal. To protect her identity, I am not going to recount the mistakes that were made. It’s sufficient enough that we know that her dream client’s expectations weren’t met because she and her team didn't keep the … [Read more...]

10 Commitments You Must Gain to Win Deals

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Time: The very first commitment you need from your dream client is the commitment of their time. Without gaining the commitment of time, you can’t create an opportunity. This is why prospecting is the critical activity for sales professionals; prospecting is where this commitment … [Read more...]

How to Use Your Insight to Create Greater Value

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If you want to create a higher level of value for your clients, you need business acumen and situational knowledge. You need insight, and not just the insight that marketing built into your new slide deck. The real action in sales is not in selling your client your product, … [Read more...]

Better, Faster, Cheaper

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There is an old saying that as a customer you can choose no more than two of these: better, faster, cheaper. You can deliver better and faster. But delivering better and faster comes with a higher price. It costs more to produce better. It takes a different level of capabilities … [Read more...]

The Real Qualifier

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Your dream client might spend in a fortune in your segment. They may have the exact set of problems, challenges, and opportunities around which you create a level of value that is literrally unmatched. Your dream client might be leaving a massive amount of money on the table. … [Read more...]

Why I Write What I Write

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I write about caring because I believe it lies at the heart of trust and relationships. In the end, you are going to measure your life by your relationships, including your relationships at work and with your clients. I write about value creation because I believe that we have a … [Read more...]

What You Should Expect

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Expected Expectations Your dream client should expect you to pursue them over time. They should come to expect your calls, your emails, your invitations, and all of the efforts you put into nurturing a relationship. They should expect you to be unrelenting. They should not learn … [Read more...]

Stop Being Transactional and Start Being Consultative

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Stop trying to sell product and start focusing on how you help your client with business outcomes. Stop trying to talk features and benefits and start developing the business chops that is business acumen and situational knowledge (You need to sound like you work in business, … [Read more...]

It’s a Great Deal

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What makes something a "great deal?" It has something to do with price, but it surely is in price alone. You can buy a Nissan Versa for $13,990. It has a 109 hp engine, and a five-speed manual transmission. It comes with an AM/FM radio and a CD player, and it also has air … [Read more...]

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