TRUST: The Currency of The New Economy

What if everything you have learned about successfully selling was wrong – at least in this New Economy? “Trust No One” is the new mantra. Today’s prospects, buyers, business owners, and consumers are the most cynical and jaded group…

Why Am I Not As Successful As I Should Be?

BUSINESS DEVELOPMENT I'm asked this question all the time from clients, other coaches (yes, even other coaches), and many other 'professional types'. In fact, I just got back from the 2012 Glazer Kennedy Super Conference in Dallas and heard…

Do You Know What To Do?

In my private client consulting I urge clients to gain commitments and get prospects to pay a minimal amount for proposals that involve significant staff time to prepare. This does two things: first it determines client commitment by closing…