1. Put the customer’s needs before your own. Don’t sell what you want your client to have. Instead, ask questions to determine what challenges your client is experiencing and then provide a program where your product and/or service are the…

Whether you are a business owner, sales professional, or service provider, building your Centers of Influence (COI) network plays a vital role in your long-term success. Building the “me” brand is by far, the biggest brand on the market and…

I have read many articles on how to build trust and agree with most points the writer is trying to make. Notice I said most. Some points have nothing at all to do with building trust. Sure you need to…

Earlier this week, I posted Part 1, where I discussed the dangers of “throwing up on your prospect.” In Part 2, I’ll share four tips to help you not only set more appointments but also begin the trust-building process with…

Succession Planning for Family Businesses Baby boomers are a notably entrepreneurial generation. Born between 1946 and 1964, they started more businesses than any generation before them. In fact, nearly 70 percent of all businesses are owned by baby boomers. As…

The Consultative Sale: Asking the Right Questions To succeed in consultative selling, sales professionals must focus on the needs of the client rather than promoting themselves, their products, or their competitive advantages. While it may seem straightforward, many salespeople struggle…

Ask This One Question to Significantly Reduce Objections When Closing the Sale When you’re working to close a sale, reducing objections early on is key to success. One common complaint from business owners and sales teams is that incumbents often…

Stop Selling and Start Dating Imagine a world where, instead of just trying to sell, we focused on getting to know our clients and truly understanding their needs. What if income or commission took a backseat to solving problems and…

The #1 Reason YOU Need a Business Coach Today   Experience: The Key to Effective Coaching As I look back at the relationships I’ve built through coaching, training, and transitioning my clients over the years, one lesson really stands out:…

Earning new business sales is hard work, no doubt. There are numerous strategies that need to be implemented to be successful and many different ways one might approach the sales process. The key to gaining an unfair advantage in sales…

Overcoming Fear to Achieve Success We all want to be successful in sales, but overcoming fear in sales is often what separates the truly successful from the rest. Fear of failure, rejection, self-doubt, and even fear of success can hinder…

When is it Time to Lower Price? Pricing plays a pivotal role in building or destroying trust in business relationships. When your pricing strategy leads to a loss of trust, it can significantly harm long-term customer relationships. Understanding how pricing…

The Number One Complaint Salespeople Have: Cold Calling Cold calling has been the traditional method of prospecting, but there are now more effective ways to avoid cold calling and still achieve great sales results. Many salespeople dread cold calling because…

Three Tips to Increase Sales Success In today’s competitive sales world, improving your sales performance requires more than just being at the right place at the right time. Cold calling and traditional methods are losing effectiveness, and building a relationship…

3 Ways to Make Your Company More Valuable Than Your Industry Peers Increase Company Value Beyond Industry Norms Wondering how to increase your company’s value? Many business owners assume that their company’s value is tied directly to industry standards. However,…

One of the Biggest Mistakes Owners Make in Selling Their Company Is Being Lured Into a Proprietary Deal When selling your business, one of the biggest mistakes you can make is getting lured into a proprietary deal. In these deals,…

Wind Mobile Founder Anthony Lacavera: Two Key Tips for Business Success Wind Mobile founder Anthony Lacavera has started 12 businesses, six of which he has exited. His exits have ranged in value from the $6 million he got for one…

Understanding the Power of DISC Assessments in the Workplace DISC assessments are a valuable tool for understanding the behavior of individuals and teams in the workplace. The DISC model measures four behavioral traits: Dominance, Influence, Steadiness, and Compliance. By using…

Navigating the complexities of exiting your business is like captaining a ship through uncharted waters. As President of Midwest Growth Advisors, I’ve spent my career guiding entrepreneurs through the process of business transition planning. This isn’t just about making a…

Unleashing Potential: The Power of Leadership Development Training As a certified John Maxwell speaker, trainer, and coach, I specialize in leadership development training, helping individuals unlock their potential and lead with confidence. John Maxwell once said, “A leader is one…

In today’s dynamic business environment, effective communication is not just a skill—it’s a necessity. Organizations that master the art of communication are often the ones that thrive, innovate, and maintain a competitive edge. One powerful tool that can significantly enhance…