Rising from the red-hot ashes of selling defeat

I remember the first time a prospect said “No”. 

I fought valiantly with my words.  Tried to win them over with fact and figures.  

Problem was…

I did most the gabbing.  

You’d thought I loved the sound of my own voice. Probably did.  

Wonder Wife tells me I have a very soothing voice.  It must be true cause I can’t count the number of times I put her to sleep during a late night chat  

Anywho hee ha…

Back to my brutal defeat.  

I picked myself up, scratched my head wondering what I did wrong.  After a few more knock-downs it started sinking in.  I wasn’t engaging the prospect.  I didn’t ask enough questions.  I was unfamiliar with a “battle-tested” approach that works like a lucky charm.

What’s that approach? 

Consultative selling my friend.  Consultative or “Question-Based” selling.  

If...

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How Looking at Attractive Models Helps You Build a Better Financial Practice

I’m a firm believer of “Modeling”.

No, I don’t mean the modeling done for Sports Illustrated covers… (Or that I did a few times back when I was a young fit buck).

I’m talking about scanning for successful business and marketing examples to borrow from.

While working at RWA, we were always on the lookout for processes and systems we could model to improve.

Take a doctor’s office for example…

There were several client and practice management systems and processes we borrowed.   Systems and processes you may want to consider modeling yourself.

Does it take more work and discipline to find and adopt new business systems?

Sure, at first.  But after they’re in place and you’re used to operating by them… business is better and life is easier.  Plus, the more systemized your business becomes… the more you can automate and scale.

That’s why I’ve made strategic marketing automation...

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Do Unto Others Assets What You'd Have Them Do Unto Yours

Jesus was the man.

His teachings reach far beyond “religion” and “church stuff”.

I know mentioning Jesus isn’t “politically correct” and not
trying to get all “spiritual” on you, but…

I’ve actually had pretty interesting conversations with atheists who at least acknowledge that what Jesus taught and represented was good, positive and, in many respects, worth modeling for us human folk.

Maybe they wouldn’t agree with the eating of his flesh and singing hymns and all that.  

But… to be helpful, considerate and respectful to others…  Yeah, those are things I think we can all get onboard with.

You’ve probably heard of “The Golden Rule”.

This was Jesus’ teaching to: “Do unto others what you’d have them do unto you.”  Basically, treat people how you like to be treated.

I don’t know anyone who’d argue with this philosophy....

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