OC21-06 Results Not Resources
OC21-03 Ask Questions Before Making Suggestions
OC21-02 Referrals
When is the right time to ask for referrals and how should you do it?
Read MoreOC21-01 Follow-up After Some Time Has Passed
It could be weeks or months, and you remember that a potential client expressed interest. How do you follow-up to determine if there is something worth pursuing?
Read MoreOC20-12 Earning Attention – Virtually
How should you (and shouldn’t you) use social media and email to earn attention when in-person events aren’t possible?
Read MoreOC20-11 Accelerate Date Decisions
OC20-10 Use THE FACT to Overcome Impossible Situations
OE20-10 Coaching, Listening, and Advice Oh My! – Michael Bungay Stanier
Michael Bungay Stanier is one of the world’s experts on coaching, listening, and top-performing communication. This lesson is concise, and could take years to master.
Read MoreOC20-08 Urgency – Why Deals Stall
When deals stall, you might try to fabricate a sense of urgency. The real power is asking the right questions so that your potential client becomes aware of their OWN urgency.
Read MoreOC20-06 They Just Want a Demo or Price – Now What?
When your client or prospect requests a demo, proposal, or a price, it might seem like a great opportunity. But, be careful. These can be the most dangerous traps of them all.
Read More