Last week I posted a blog explaining why I believe that understanding the buyer?s perspective is one of the most important keys to selling.? Today?s post is a follow up to that post because I want to take this opportunity to offer some tactics for tapping into the buyer?s (i.e., the customer?s) p...
I?ve done quite a few video blogs with Tiffanie Kellog and there?s a very good reason for that . . . she is an outstanding Referral Institute? Trainer, Consultant, & Speaker and she has an unending supply of highly useful ideas and comments to offer. In this video, I talk with Tiffanie about the power of...
A few weeks ago, I was sitting in an airport waiting for my plane to arrive and I struck up a conversation with the young man sitting next to me.? He was wearing a nice suit, carrying a laptop, and appeared to be traveling on business so I asked him if he happened to be traveling to the same business event that I was.?...
When you?re at a busy networking event, sometimes it?s easy to fall into the trap of not giving people your undivided attention.? However, making every effort to avoid that trap and to, instead, be fully present and focused on each conversation you have will no doubt help you make a huge impression on people...
We?ve all heard the phrase ?It?s not so much about what you say, it?s more how you say it that really matters? and, let me tell you, I learned the hard way how true that actually is.? Conversations can be tricky?especially when one or more of the people involved are upset. Back in the...
Ugh . . . jet lag?the dreaded tormenter of travelers far and wide.? I know a thing or two about traveling as it?s a huge part of my career and my years of consistent traveling have taught me the one and only thing I need to know about jet lag which I?m going to share with you today.? Last year alone, ...
If you believe that promoting yourself, in the traditional sense, is the best way to get referrals, I hate to break it to you but it?s actually not a particularly effective way of generating referrals.? The thing is, just talking about yourself is not enough?you?ve got to teach people how to refer you....
In this fourth and final installment of the ?Why People Resist Networking? Video Series, I discuss a fourth reason why people likely shy away from networking?Lack of Understanding. Unfortunately, many people simply don?t understand what networking is and, in addition, they don?t understand t...
No matter what we call it, we all pursue success.? We all have desires and strive to achieve them.? Our desires may be different from anyone else?s, and we may not consider achieving them to be ?success.?? We look around and see people whose success we envy.? What is Jake doing with his supply of ho...
In this third installment of the ?Why People Resist Networking? Video Series, I discuss another popular theme surrounding why people tend to resist networking ? impatience.? If new networkers don?t see immediate payoff from their efforts, they become impatient, inevitably resulting in failure early on in the...
Peter Drucker once said, ?The most important thing in communication is to hear what isn?t being said.? ?This is so true and extremely important because the quality of our relationships depends on the quality of our communications; and when it comes to sales for your business and growing your business t...
In this second installment of the ?Why People Resist Networking? Video Series, I discuss another commonly held idea behind why people most likely resist networking?they claim they are much too busy to network. The bottom line is that though people may feel they ?don?t have the time? or...
Over the past few weeks, I?ve posted blogs on how embracing quality, adding members, and seeking engagement are all things that will help networkers and entire networking groups achieve success.? Today, I?d like to talk about an additional tactic for obtaining stellar networking results?sharing stories...
? In this first video in the ?Why People Resist Networking Series,? I list four ideas about why people most likely resist networking and then delve more deeply into detail about the very first idea?Lack of Confidence. I offer insight into three different reasons why people lack confidence when it c...
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