I had one of those sales appointments last night that just made me smile. Why? Because I had two great hours of conversation with two great people who ended up buying my product. It was the perfect night, and as I thought about our little meeting on the way home, I started to think of all the reasons why the life of a sales professional can be very rewarding and satisfying to those persons willing to do what it takes. So let’s get to it, here are10 reasons why the life of a sales guy/gal can and should be awesome.

1. You are the Boss: That’s right, it’s you, and nobody else. Sure, sales people usually have managers and may have other bosses, but when it comes down to it, you, the sales pro, are the boss, and don’t ever think otherwise.

2. You Control Your Financial Destiny: Want to make more money? No problem, work harder, faster, smarter. Want to make less money? No problem, take it easy, slow down, do stupid things to kill your success. Talk about the ability to choose, this is awesome!

3. You Needn’t Depend on Others: Although being a part of a team is great, there is also something very special about looking in the mirror and knowing your success or failure rides on you. This is one reason why I loved wrestling in high school. It was the one sport I did that was essentially singular, and all I had to do was focus on making myself stronger and more skilled each and every day. Even better, as we help ourselves to reach higher levels of greatness, we naturally influence others to achieve excellence as well. Such is the way the universe works and such is the life of a sales professional.

4. You Meet and Learn from Awesome People: As I mentioned at the beginning of this post, last night I met two wonderful people. They had a beautiful home, unbelievable artwork on the walls that we thoroughly discussed, and were avid car collectors. They, along with their home, radiated a feeling of happiness, abundance, and enriched living. This is why I take every opportunity to learn from prospects and customers. I honestly feel like they’ve got much more to teach me than I have to teach them.

5. You See the World: Whether you only travel in your own state or have the opportunity to travel the world, sales professionals get to go places every day they may otherwise not have been able to see and enjoy. In fact, whenever I make a sales appointment throughout Virginia and Maryland, I intentionally take back roads and new routes so as to enjoy the beautiful countryside and allow for God’s creation to inspire me.

6. You Live the Life of an Entrepreneur: This one goes along with #1, but every great sales person sees themselves as the boss, the brand, and the owner of their own business. Just this one paradigm shift will cause you to approach each and every day differently with a zest and zeal that otherwise simply doesn’t come without such responsibility. Remember, when done the right way, more responsibility always equals more freedom.

7. You can be a Rebel: Are you the type that marches to your own beat? If so, sales is likely your calling. This profession allows you to be original, take risks, and go down paths that the status quo hasn’t dared travail up to this point. Personally, I’ve always been this way. I simply don’t except the status quo way of doing sales by so many people and professions to be acceptable. As Seth Godin says, we should all be that ‘Unicorn in a Balloon Factory’.

8. You Set the Schedule: This benefit is huge. It allows you to be with your family and kids when you want to be. It allows you take go out with friend or take a vacation when you decide. As long as you are meeting your numbers, you’ll always be given free rein to come and go as you please. When it comes down to it, bosses and management only care about results, not how and with whom you spend your time.

9. You’re Always Being Pushed: I really like this one. Life stinks when it gets stagnant. Such is the case with so many jobs in the world today. Sales needn’t ever be that way. Because you’re in charge of your destiny, you have to make things happen each day. Goals are always on your mind. Looking ahead is constantly part of the picture. Such forced cognition is healthy, motivating, and inspiring.

10. You Learn How to Take Rejection: Some of you, like I did, learned this from asking girls to prom in high school. But for others, the profession of sales easily fills the void. Yeah sure, rejection sucks. It stinks. It’s frustrating. And it’s any other negative adjective you can come up with. But at the same time, rejection is a part of life. Those that understand how to handle it are successful. Those that allow it to beat them down and send them back to their cave end up frustrated and angry at the world. This is why rejection, for the most part, means little to me. It is what it is—an essential part of life.

So there are my top 10 reasons why I think the professional of sales is awesome. Now I’d be curious to know your thoughts. What would you add or take from the list? C’mon, join the conversation

photo credit

Related posts:

1. 10 Awesome Tips for More Sales in 2010
2. The Great Key to Improving Your Sales, and Life, in 2010
3. 5 Reasons Why So Many Bloggers and Internet Small Business Owners are Unhappy: A Manifesto from The Sales Lion

I received an email from a customer yesterday that is symbolic of everything I’ve been yapping about here on The Sales Lion. Please give it a look, otherwise this stuff isn’t going to make any sense:

Mr. Sheridan,

Congratulations on your new location and the business as a whole. I am looking to install a fiberglass pool in my Hagerstown, MD home. In researching pool manufacturing, the choice of Leisure Pools(our pool supplier) quickly become clear. Although I may be able to find someone logistically closer to my area than River Pools & Spas, I already have a tremendous amount of comfort with - and respect for, your company. In fact, a great deal of what I’ve learned about modern pool design has come directly from your blog entries. Hopefully, you’d be willing to take on a project in Hagerstown, which is approximately 30 minutes beyond what I see you’ve already done in Harper’s Ferry, WV.

I’d appreciate the chance to speak with you regarding an installation, and would welcome a site walk-down at your convenience. I realize this must be a tremendously busy time of the year in your profession, and thank you in advance for your consideration…….

Thank you again, and I look forward to meeting you,
Daryl

Shortly after receiving this email, I called the gentleman on the phone and was very pleased to find that he had been reading our blog for about 8 months now. In fact, he had watched every video and read every article we’ve ever written (over 200 pieces total)–no exaggeration.

Yep, this dude was seriously informed and knew exactly what he wanted.

Virtual Selling

What happened next though is what this article, and virtual selling (as I like to call it), is all about.

After discussing things for a few minutes, Daryl asked me if I’d be willing to come out to his home and install a pool even though it was about 20 miles beyond our ‘normal’ installation area. I told him I would, but first we’d have to reach a price agreement on the phone. Assuming we reached an agreement on the phone, then I could come out that very night.

Well, as you’ve probably already guessed, after some find out questions I was able to give Daryl the price of his swimming pool. He said ‘Yes’, and I got in the car.

A few hours later, upon arriving at Daryl’s house, he greeted me as if I was an old buddy he hadn’t seen for quite some time and welcomed me to sit down in his kitchen where he had 2 Papa John’s pizzas just waiting for our dining enjoyment.

Over the next hour, Daryl and I ate pizza, talked pools, signed a contract, and shared quite a few laughs.

Not bad for never having met the guy in my life, wouldn’t you say?

But in reality, Daryl had quite a different relationship with me than I had with him. He’d watched all my videos. He’d read thousands of my very own words. And by so doing, I had earned Daryl’s respect, trust, and ultimately, his business.

This is quintessential Web 2.0 and this is what virtual selling is all about.

Positive Change

Just a few years ago, such a sale like Daryl’s would have been impossible for me to achieve. I never reached pricing agreements on the phone regarding a $50,000 pool. And I certainly never was greeted with Papa John’s pizza. Because my website stunk, I did a terrible job at building value and relationships with potential clients who searched our site.

In fact, in those days, the value wouldn’t come until I’d had the chance to sit down with the homeowner and spend hours with them teaching, informing, and educating.

But today, with such a prolific website, I’m in reality spending more time with prospects than ever before…..without physically being there.

I hope you understand what I’m saying here. Great websites with great content act as virtual sales professionals. When done the right way, they allow sales guys, when actually present with a client, to do more selling and less teaching. I don’t know about you, but that sounds like a pretty good deal to me.

So think about this question, and answer it with brutal honesty:

Can my website consistently sell clients without them ever actually talking to myself or my staff?

If your answer is a definitive and resounding ‘Yes’, then you are on the path to virtual sales stardom.

If you answered ‘No’, then we’ve got some work to do.

Blow ‘em Away

Regardless, I hope you understand the moral of this story. Do not settle for anything less than a tremendous website. Blow consumers away with your content. Teach and inform with awesome video. Promote a feeling of trust, expertise, and excellence. By so doing, your path to success will skyrocket and everything you currently know about the world of sales and marketing will change with it.

Related posts:

1. Assignment Selling: The Essential Sales Technique of the Information Age
2. 5 Ways to Create a Sales Environment When Selling in the Home
3. Is the Curse of Knowledge and Bad Vernacular Killing Your Sales and Marketing Success?

Have you ever heard the phrase ‘Assignment Selling’? Chances are, you haven’t, but let me assure you it may be the most important part of your business’ marketing and sales success in 2010…..that you’re not currently doing. Allow me to explain.

We’ve been talking a ton lately about content, education, and thinking like a consumer by  answering their questions.

No doubt, the phrase ‘Content is King’ is the latest rage, as well it should be. But what happens when content and information never get read? What happens when a consumer just breezes through it without truly making the effort to absorb its teachings?

The answer, as we all know, is Nothing. Nothing happens. Nobody learns. No progress is made.

When it comes down to it, ‘Content is King’ needs to be paired with the phrase ‘As Long as Someone is Actually Listening’.

To explain what I’m trying to say here let’s look at my other field—the swimming pool industry, as an example.

Often times prospects will excitedly call my store or send us an email requesting to have someone out to their house so as to give them information and a quote on a pool. And in most cases for just about every swimming pool company across the world, the process of setting up this appointment, other than a few ‘find-out’ questions, is rather pitiful.

I say pitiful because I used to be pitiful in my approaches with customers as well. They’d call, we’d talk, and bam—appt made. But before long I realized I was making one grave mistake—the homeowner didn’t have enough responsibility on their end. In other words, they were looking for someone to teach them in their home what they could already learn from the countless pages of content on my website.

Teaching vs Selling

Because of this lack of responsibility, I found myself spending too much time teaching prospects on sales calls and not enough time selling. And regardless of what anyone in the world might say, selling, and not teaching, is what ultimately pays the bills.

Upon realizing the error of my ways, I became much bolder with clients. In fact, I started giving them ‘homework’ before I’d come out to their house.

Yes, that’s right, I did just say homework.

For example, before I go on a sales appointment with an inground pool prospect I’ll send them the following information.

• Our company reference list of over 600 customers
• A 50 page eBook all about swimming pools and options
• 3-5 Significant Articles from our company blog

As you can see, this is a lot of information—as well it should be. If someone is serious about a pool and knows they are getting reading to spend 30-70k, then they likely don’t want to make a mistake on their purchase—hence the call for great content and information.

When I set a sales appointment, I tell the prospect I expect them to read the information sent and check on the references as well.

And what if they say they don’t have time to read the info or seem uninterested?

Then I don’t go out to the home. Pure and simple.

When it comes down to it, if a consumer isn’t willing to do their due diligence when researching an expensive product or service, this means only one thing:

All they care about is price.

And as I like to say—When it comes to running a successful business, Price Ain’t Nice.

Since I made the switch to assignment selling a few years back, I now find sales appointments are much, much better. Prospects are clearly informed. Trust, because of the content, has already been established long before I arrive. And what about closing rates?

As you might imagine, they’ve shot up drastically as well.

Start Giving ‘Homework’ Today

So my question to you is what learning assignments do you give to prospects before your first sales meeting? Are you just asking a few simple questions or are you making sure the prospect demonstrates effort on their part as well?

If you’re not yet implementing this strategy into your sales system, please start today. Come up with some type of ‘homework’ for your clients and watch the dominoes fall as they may. I can promise you that if you take this leap of faith you will be greatly benefited and you’ll spend much more time selling vs teaching, you’ll be happier, and your wallet will reap the benefits.

Thoughts? Your comments are very much invited below.

Related posts:

1. Selling in the Information Age: Why Most Companies are Falling Short
2. Virtual Selling: Changing the World of Sales and Marketing as We Know It
3. 5 Ways to Create a Sales Environment When Selling in the Home

I‘ve been working quite a bit lately with small business owners on their web presence and it’s amazing how many of these good men and women just aren’t getting it when it comes to the design of their websites. What’s crazy is that in general, small business owners want to have a great website. They know that things aren’t quite right. Notwithstanding, whether it be from a lack of knowledge, funding, or motivation; they’re just not doing what it takes to have a quality and user-friendly website.

For this reason I offer an absolutely free small biz website analysis here at the Sales Lion. Although I give such a service away for free, the rewards I’ve gotten over these past 6 months for taking the time to help others has been nothing short of awesome.

But it hass been during this time that I’ve truly studied the core components of what makes a great small business website. Although all businesses are different, the following suggestions essentially apply to everyone, so please do not see your business as the exception. This stuff works, so do yourself a favor and act first then ask questions later, as the results will resolve any doubts or concerns you might have . So without further ado, here goes:

9 Features You Need to Add to Your Company Website TODAY

1. YouTube videos

Dang I love YouTube. It’s benefits in terms of SEO, branding, and education are profound. I truly believe it’s the most underused tool for small businesses in today’s economy, especially considering it costs almost nothing. Other than a flip camera and a computer, all you need is a desire. My company has a literal library of YouTube videos and we have many, many more in the works. We take the time to produce these videos because we live in a visual world. More and more people learn through visual means. In fact, the customers I see on my sales appointments have usually watched at least 3-10 of our company videos before we’ve ever even met. As you might imagine, this is 3-10 more videos than any of my competitors have given them.

2. Blog

I will beat this horse until my last breath. Blogging is sadly not appreciated my so many entrepreneurs and business owners, mainly due to their ignorance of its inevitable benefits. Although its benefits are practically boundless, here are 5 reasons you should be producing 1-2 blog article a week.

1. Organic (free) search visits will skyrocket.
2. Leads will continue to come back to your site.
3. You will be known as an industry voice and innovator.
4. If you’re in sales, you’ll spend less time teaching clients and more time selling to them.
5. There are incredible cognitive benefits to writing out our thoughts daily. (This is an article in and of itself)

3. Owner / Staff Bio Page

What’s the deal with owners of companies hiding their face when it comes to their company’s website? Although websites need great content and consumer information, they also need to be personal and instill a sense of trust in the consumer. Just look at the example of Dave Thomas from Wendy’s or Colonel Sanders from Kentucky Fried Chicken. These men were truly ‘the face’ of their companies. Over 50% of the customers I see on a sales call look at my bio page before I even get to their home the first time. The impact this has on my ability to earn their trust is profound.

4. Lead Capture

If you don’t remember anything from this article, remember this one phrase:

Every page on your company website should include a lead capture form of some type.

Now I know some of you may be wondering how to achieve this without looking terribly redundant and spammy on your site. Here are a few examples:

• Blog Subscription Form
• Quick Contact Form
• Receive a Free eBook Form
• Free Report Form
• Receive a Quote Form
• Questions/Comments Form
• Order Our Free DVD Form
• Newsletter Sign Up Form

As you can see, there are many potential ways in which to add lead-capture forms to your website. All these forms, which can also be referred to as ‘Call to Action’, are critical in your efforts to increase leads and build up your customer base. Remember, leads are much more important than traffic when it comes to a great website.

5. Social Media

Whether it’s a ‘Become a Fan on Facebook’ or ‘Follow Us on Twitter’ form, every small business in 2010 needs to accept, embrace, and leverage such social mediums. I recently consulted with a restaurant owner to essentially  rebrand his company and our key tool in spreading the word was through Facebook. What’s crazy is that we pulled off a wildly successful event without spending a dime on advertising. This is the power of Social Media.

6. Statements that Ain’t About You

What I mean by this statement is the fact that most business websites come right out the gates bragging about how great they are. This is a huge mistake. The fact is, when consumers are in the research phase of making a purchase they don’t care how great you are. They just want to know what you are going to do for them. What makes you helpful? What information do you have to offer?

To see an example of this go to the homepage of my business website. What’s the first statement you see?

If you are considering the purchase of an inground swimming pool, this site was built for YOU!

Again, it’s not about you or me, it’s about the customer. And the best websites are the ones that think like customers, not like business owners.

7. Easy Navigation

Internet searchers don’t like roadblocks. They also don’t like confusing sites full of frivolous text. Unfortunately, small biz websites are famous for this.

This is especially the case with business home pages, which are often chock-full of text and wasteful information. Essentially, a homepage should be one keyword link after another, easily allowing the visitor to find the information they’re looking for.

8. Proper Font/Colors

I made the big mistake of having a black background with a very light font color for quite some time on my company’s website. Fact is, a dark background mixed with a light font is difficult for the human eye to read. This is also true with font styles. I’m always amazed when businesses design their site with fancy writing and colors, like cursive font for example. Although conceptually this may sound nice, it’s a dumb move when it comes to readability and user friendliness. So do yourself a big favor and keep your site’s font and colors simple, clean, and consistent.

9. Testimonials

We live in a world of doubt and disbelief. Consumers are slower and slower to give their trust away to other companies. This is why testimonials are the key to any great copy, advertisement, or marketing campaign. For example, my company website has a customer testimonial on almost every page of the site, as well as an entire page dedicated solely to testimonials. Ask yourself these questions:

• How many testimonials are listed on my website right now?
• How many video testimonials do I have on the site?
• What percentage of the site’s pages have some form of ‘social proof’?

If you’re like 99% of the small business websites I’ve analyzed, you’re likely seriously lacking in this critically important area.

So there are 9 keys to a great small business website in 2010. What are some other keys you  can think of? As always, your questions and comments are invited and appreciated.

photo credit

Related posts:

1. 8 Easy Ways to Enhance Your Business’ Boring Website
2. 5 Steps to Becoming a Small Business Owner ‘2.o’ in 2010
3. 10 Basic Website Design Skills EVERY Small Business Owner Should Know Right Now

First of all, I’d like to thank Rene Descartes for his inspiration behind the title of this blog post. I do believe that if Descartes was around today he’d be thrilled with the direction of sales and marketing around the world. But to the point of this post……….

In this rapidly evolving Web/Sales/ Marketing 2.0 era, the days of slick tricks and manipulative techniques are going the way of the dinosaur. Consumers, more than ever, are getting smarter. They are more informed and prepared than ever. And they’re just waiting to be fed.

And what do I mean by ‘fed’?

Well as we’ve talked about time and time again on this blog, he who produces the most remarkable and valuable content in his field is king. That’s how it works—pure and simple.

Look at Steve Jobs….Seth Godin …..Wayne Dyer.

All of these men do what they do in extraordinary ways. Steve Jobs has dedicated his life to finding enriching technology that will bless the lives of others.

Seth Godin is the king of marketing today. The guy produces bestselling books faster than I can write a blog post. Every day he sits down at his computer and gives the world valuable and relevant information. And he gives it to us for free. No cost at all. Unbelievably awesome.

Wayne Dyer has over 30 best-selling books in the field of Self-improvement, Awareness, and Intention. The man has been doing this for years and years. Giving, producing, teaching, writing, speaking, helping, and persisting.

And what do all these mean have in common? Although one could argue they share many, many traits, I’d like to mention just one:

They are passionate teachers. Their lives are built around giving other people information and tools to enhance the life experience. And not only do they love to teach, but they’ve been doing it consistently every day for years and years.

And what has been the result of their labors?

Well other then the fact that each has positively affected millions and millions of people in their field, all are incredibly rich. And I’m not saying a little rich. These guys are multi, mulit-millionaires. And for lack of a better term, these guys, among many appropriate titles, are great salesmen.

Selling and Prosperity are Beautiful

Now you might not feel that ‘salesmen’ is the proper description for these men. My answer to this is simple: Selling is a beautiful thing, especially when it’s a result of great teaching. Selling is not a bad word. Rather, it’s poetry in motion. These men attract prosperity into their lives through their labors.

And the wonderful thing is they deserve it. In fact, they deserve every stinking penny they make. Heck, each one has made me way more money than I’ll ever give to them. This is why I don’t hesitate to give them my money. They are great teachers that offer great value which to me is worth whatever the asking price.

A Gift Economy

Today we live in a gift economy. The more we give, the more we’ll get back in return. It’s beautiful synergy. Thrilling in the very least.

Zig Ziglar used to say, “If you help enough people get what they want, they will in-turn help you get everything you want”.

Wow this statement is awesome. I’ve seen it work in the incredible lives of the men mentioned above but I’ve also seen the principle hold true for entrepreneurs, sales professionals, and small businesses across the world. No matter what the profession, this principle of teaching to sell will always hold true.

Why?

My friends will at times ask me why I blog so much. As I really don’t do much ‘hard selling’ here at The Sales Lion or my other blogs, some are confused as to what my ultimate goals are.

Fact is, I absolutely know, without any doubt, this blog is leading me down a new path of greatness. Just as my other blog catapulted my company to the top of its field, this blog is and will be the portal by which I can bless the lives of others. It is the means by which I can help small businesses to overcome the traps that so many succumb to. It is the way by which I can help professional sales people and marketers elevate their skills and reach results they never dreamed possible. And finally, this blog is my greatest learning tool. It pushes me. If forces me to think. It makes me better.

Abundance

But as I continue to walk this road of giving and teaching, the inevitable results will be abundance for myself and others. This is what life is all about. It’s a universal law and is why I’m terribly grateful for the fact that I’m alive during the information age. Never before can so many people give value to others simply by the stroke of a key. It’s unbelievable when you actually consider the beauty of it all.

So my challenge to you is to give. Give your knowledge freely. Know you’ll get it back 100-fold. Think abundantly. Be the best teacher you can be. Teach, teach, teach. And as you become a great teacher in your field, know that you’ll taste success. Know that you will sell freely and easier than ever before because you’ve established incredible relationships with incredible people. This is the world we now live in. Smile and embrace it.

Related posts:

1. How to Sell Yourself…Before You Sell All That Other Stuff
2. Is the Word ‘Sell’ a Bad Word in Sales 2.0 Vernacular?
3. Tipping Points and Small Business Owners in 2010

Let me just start off this article by saying I love PowerPoint.  I also love technology. But just like any great component of technology, too much of anything can be bad. And in the case of PowerPoint, it can be really, really bad.

PowerPoint is used by sales professionals, marketers, and speakers all over the world. It’s easily the most common tool used in many presentations around the globe. And to be honest, this means there are many bad presentation going on around the world as you read the words on this page.

What Not to Do

Such was case at a conference I traveled to a few years ago. Once at the event, I attended a sales and marketing class for which I was quite excited about (I always am with such a subject ) and this particular class was focused on teaching the audience about social media and all of its wonderful tools for businesses.

But within 5 minutes of the class I realized we were all in for a long 90 minutes. You see, although the lady that was teaching the class was wonderfully kind and had really put a lot of effort into preparation, she was suffering from a serious case of what I refer to as:

PowerPointitis

To make a long story short, she had so many stinking subjects to go over, so many slides to get through, that she simply was overloading her listeners. Most of the business owners that were in this class were just starting to get a feel for Social Media. Not only was this lady determined to get them through kindergarten, but she was also dead-set on turning these people into MBAs on social media in an impossibly short time.

Too Much

With each new Twitter, Fickr, or Facebook Fan Page that was mentioned, I’d see 3 or 4 hands shoot up around the class. But instead of stopping and taking the time to answer everyone’s questions, she simply said she needed to get through a few more slides first. This poor teacher was just hell-bent on getting through her slides, hook or crook. This was absolutely painful for me to watch as almost every member of the audience slowly was lost in a morph of new phrases as the speaker attempted to shove 10 lbs of crap in a 5lb bag.

But the example of this class is little different than many classes and seminars I’ve witnessed over the past few years. More and more, seminars and presentations are becoming a PowerPoint marathon. Speakers and presenters simply tell the class exactly what everyone is seeing on the screen. Creativity suffers. Audience discussion is stifled. Inspiration is practically non-existent.

Anyone who is giving a PowerPoint presentation must remember the following:

PowerPoint is a guide, not a magazine. Anyone can read a magazine.

Why speakers and presenters feel like every word and thought of their presentation needs to be on a slide is absolutely beyond me. It really makes no sense at all as it is contradictory to every aspect of a great audience-speaker relationship.

Click here to view the embedded video.

So in an effort to prevent further abuse of this great technology, here are 5 suggestions for anyone considering PowerPoint in your next presentation. If you watch the video by the great Wayne Dyer above, you’ll see what I feel is a perfect example of using PowerPoint-like (I know, it’s not the same but you can get the idea) visual aids as a guide, and not as a magazine.

Timing: Never plan a presentation with the ‘hope’ that you’ll be able to get through all your slides. If this is a concern, I can promise you that you’ve gotten off track and attempted to do too much with your audience’s time. A great rule of thumb is that you should always leave the final 10% (at least) of your time for audience questions and comments.

Few Words: As mentioned, Powerpoint is a guide, not a magazine. Words on a slide are simply there to promote the fluidity of the presentation and encapsulate a thought. A header with a few bullet points is fine, but for the love of Pete please do not add long sentences and paragraphs to your presentation.

Photos are Great: A powerful photo, combined with excellent discourse from a speaker can lead to great audience participation and moving discussion. In fact, I’m a strong believe in the idea that more pictures/photos should be used than words in a PowerPoint presentation.

Fancy is by No Means Imperative: Some presenters spend incredible amounts of time addressing font, colors, graphics, etc with the PowerPoint presentations. Frankly, this is a waste of time. Audiences don’t remember, nor do they really care, that you are great at making words look pretty. What they remember are the feelings and inspirations received upon participating in a powerful speaking, listening, and sharing environment.

Less is More: I’ve seen many speakers average a new slide ever 15-60 seconds in a presentation. This is nuts. I have found that the best presenters utilize a new slide, at least as a general rule of thumb, every 1-5 minutes.

So there are 5 thoughts for your next PowerPoint presentation. I want to close by reemphasizing the need we have as speakers and presenters to have confidence in our skills and a belief in our abilities to form incredible relationships with our audience. The greatest orators of all time are not known for their PowerPoint slides, and nor should you be. So trust your abilities and allow your next presentation to be benefitted by the perfect integration of PowerPoint’s guidance along with your communication excellence.

Questions or comments about PowerPoint? What have been your experiences with such presentations? As always, I’d love to hear your thoughts.

Related posts:

1. Profanity, Blogging, and Communication Etiquette in 2010
2. Is the Curse of Knowledge and Bad Vernacular Killing Your Sales and Marketing Success?
3. 5 Things that Might Be Killing Your Small Business Blog’s Success

Do your customers ever give you that ‘dumb’ look? You know, that look that Jackie Chan shares with Chris Tucker in this hilarious clip:

Click here to view the embedded video.

I ask this question because they relate to an amusing experience the other day that was quite symbolic of the problem so many businesses, marketers, and sales persons are having all over the world this very minute regarding their communication.

To make a long story short, I contacted a business regarding the innovative topic of Geothermal Heating for swimming pools. I wanted to do a blog post for my pool business on this novel subject matter and asked the company if they would be interested. They said they would and this is what was sent back to me, word for word:

DX Geothermal, sometimes referred to as water less geothermal is the most efficient heating system available. The DX system uses copper tubing buried in the ground to which the systems refrigerant circulates thru. Because of this, the constant, renewable temperature of the earth being directly transferred to the system’s refrigerant gives us constant and greater efficiencies that are not obtainable with traditional air sourced or water sourced heat pumps. Gas fired systems are only 80 to 90% efficient, air sourced heat pumps are about 200 % efficient provided the outdoor air temperature is high enough to draw heat from and water sourced geothermal systems approach 300% but the added cost of operating a ground water pump and the maintenance of the ground water side detracts from this.  DX heating efficiencies range between 400 to 600% and remain constant regardless of outdoor temperature and weather conditions. Another advantage is, unlike water sourced systems that require deep wells or large areas of closed loop tubing buried in the ground. We can install systems with in as little as a 12 by 12 ft. space for drilling. These systems are virtually maintenance free as there is no outdoor coil that requires annual cleaning and no water circuit on the ground end to be maintained. With a properly sized system, we can maintain the desired pool temperature year round without the use of any other source of heat. The system life is 20 to 30 years as well.

Huh?? Say What??

Ok, if you were able to make it through that without your head spinning in 400 different directions, then you’re clearly much smarter than me. Now granted, maybe the nice gentleman that sent this didn’t fully understand what I was asking for, but if I’m being realistic this guy is just suffering from the same communication disorder that so many business people and sales persons around the world make every day when discussing their products. This disease has become known as:

The Curse of Knowledge

I read a great excerpt on this lately from Yihong Ding over at Semantic Focus discussing this very interesting topic. The article states:

There are many examples of the Curse of Knowledge in the book Made to Stick: Why Some Ideas Survive and Others Die, written by Chip and Dan Heath. One famous example is the experiment of “tappers” and “listeners.” A tapper heard a well-known song, such as “Happy Birthday to You” or “The Star-Spangled Banner,” and then he tapped out the rhythm to a listener by knocking on a table. After hearing the rhythm being tapped, a listener was then asked to tell the name of the song. According to the book, after repeating this experiment many times the tappers believed that the listeners should have correctly guessed at least 50% of their tapped songs. In reality, however, the listeners only guessed 2.5% songs correctly.

This is a fantastic demonstration of the Curse of Knowledge. The tappers knew the song when they were tapping (so they were like experts), while the listeners knew nothing prior to hearing the tapping (so they were like laymen). The tappers had failed to deliver what they believed to be easy to the listeners. It was the Curse of Knowledge that produced the significant gap between 50% and 2.5%. When we think that we have succeeded in explaining our knowledge, we in fact did not.

Every field, no matter what its category, has its own vernacular and ‘knowledge’. And the people in that field, all too often, lose touch with reality in terms of their ability to discuss their products, services, job descriptions, etc with other people. They just naturally assume everyone else knows what the heck they are talking about, which couldn’t be further from the truth.

Computer Nerds Just Don’t Get It

This is especially true in technical fields like the internet. My goodness, some computer nerds suffer from the curse of knowledge so much that they’ve almost reached the point of speaking a completely different language. It can be crazy in some cases. To give you an example, I did a local search of a company that offers computer services in my area. Under the ‘services’ section of their company website, they offer the following (again, word for word):

• Securing Infrastructure
• Research, Design, and Implement Technology to increase efficiency and security
• Provide repair services for current Technology on a monthly maintenance fee or incident basis
• Ability to offer remote support services to ensure your Infrastructure stays optimized
• Pre-wire new or existing business construction for current and future Technology growth
• Proactive System Management
• Standardization and Optimization of business Infrastructure
• Server build, support, and implementation
• Networking Implementation

Now I know many of you reading this will think that such phrases make plenty of sense. But for 90% of the prospects and business owners (at least in my rural area of Virginia) that browse over this website, they really won’t have a clue as to what it’s saying. In fact, I visited three more local websites in my area to find they all suffered from the exact same problem.

So the core of this article is this: Are you suffering from ‘The Curse of Knowledge’? Are you speaking and communicating to others (your customers) in such a way that they clearly understand you? Or are you making the terrible assumption that they share your knowledge, your vernacular, and your way of thinking?

Overcome and Succeed

If you can overcome this problem, I can guarantee that it will put you at the top of your field in terms of communicative abilities. So take pride in your abilities to be understood. Take pride in your simplistic, succinct, and informative writing and speech. Take pride in knowing that because you choose to explain things in a manner for all to understand that you are able to have great influence and success.

Thoughts on ‘The Curse of Knowledge?’ How have you been able to overcome this problem? As always, your thoughts and comments are very much appreciated below.

Related posts:

1. Is the Word ‘Sell’ a Bad Word in Sales 2.0 Vernacular?
2. How Power Point Might be Killing Your Sales, Marketing, and Communication Effectiveness
3. 5 Things that Might Be Killing Your Small Business Blog’s Success

Would you consider yourself a ‘sales professional’ or a ‘quotes professional’?

What, never heard the phrase ‘quotes professional’ before? Well believe it or not, there are many more quote professionals than sales professionals in today’s economy, and one of the main purposes of this blog is to help readers understand their current sales identity and then move to embrace a new way of seeing themselves as well as their profession.

We’re All In Sales

But before I go on, let me also mention that everyone, and I really do mean EVERYONE, is in the profession of sales. The subject applies to anyone with a heartbeat that breaths oxygen and then releases carbon dioxide. This fact is especially true with any type of small biz owner, entrepreneur, and the like. And when a professional starts attaching the word ‘sales’ to their job title, along with all of their other positions, then great results are bound to happen.

But I digress. Let’s get back to this quote thing. In the swimming pool industry of which I am part of, the process is relatively simple for most companies.  Pool shoppers call the pool store and request a ‘quote’. Once an appointment is set, the ‘pool guy’ goes out to the house and either leaves the homeowner with a quote/estimate or they send the homeowner the quote after a few days. I have literally discussed this process with pool companies across the United States and for 99%, things are done in this exact manner. And let me just say now, I think the process is absolutely crazy. It makes no sense to me. And it’s a process that applies to many, many industries outside of swimming pools.

First of all, why most pool contractors don’t bother giving their prospects all the numbers on the first visit is baffling to me. Although there are certain cases that require additional research for pricing (especially in some 100k+ jobs), the majority have no need for such a delay. Notwithstanding, every day in North America pool shoppers sit down with pool guys, get excited about their products, and then are told to look for the quote in a few days via email.

What the Heck is Wrong with this Picture???

Now, for the sales professionals in this industry that actually do give all  their numbers upon the first visit, many of these persons sadly have no intent on earning the customer’s business that day. Literally, the majority of these pool guys simply give out quotes without the first intention of the homeowner being able to make a decision at that time.

Again, this is bonkers.

Some of you may be thinking the flaws of swimming pool sales professionals have nothing to do with your business. But let me assure you, this mentality of giving out quotes to prospects and customers is a cancer that runs deep throughout small and large businesses all over the world.

My studies and surveys with pool professionals have concluded that the average closing rate for sales is about 25-30%. In other words, less than one out of every three sales calls that a pool guy goes on ends up in a sale. And of this 30%, only about 25% of those sales are closed on the first visit. Frankly, these numbers are very disturbing.

In the case of my company, we are closing about 60% of all our appointments so far this year. And of these sales, roughly 50% occur on the first visit. Now please don’t misread this so as to think I’m trying to toot mine or my company’s horn. Actually, what I’m really doing with this article is telling our competitors (many of which absolutely read this blog)and everyone else in and out of the swimming pool business, that customers are much more capable of making ‘quick’ decisions than we believe them to be. And no, slick words and manipulative techniques have no place in such a sales methodology. In fact, I believe this process is really based on 2 pillars:

• A Web/Marketing 2.0 Mentality
• Honesty of Purpose

As far as Web and Marketing 2.0 is concerned, we have discussed at great lengths in recent weeks just what this entails. When it comes to today’s consumer, if we give them enough valuable content and information, we will in-turn build a relationship of trust with the prospect before we’ve ever even met. For a quick review, here are a few examples of Web and Marketing 2.0 tools:

• Powerful Blog Articles
• Informative Videos (especially YouTube)
• Company/Product DVDs
• eBooks
• Informative, Content Driven Websites

What is ‘Honesty of Purpose’?

Although there are many, many more tools I could list, we’ll just stick with these essentials for now, as I want to turn our thoughts to the concept of Honesty of Purpose.

Although many sales and marketing professionals are starting to get on the 2.0 train when it comes to the tools they’re using, the majority are still unclear or unaware of the power of Honesty of Purpose when it comes to helping prospects make decisions. Let me give an example.

About a week ago, I got a message to call a lead that said:

‘This lady stayed up to 11pm watching the DVD last night. She said it was awesome and she’s ready to have you come out right away….’

Such a simple message, yet so profound and telling. Just these two statements showed me that this lady was:

• Extremely informed regarding our company and products (Our company DVD is over an hour long. No other pool company has produced anything like it up to this point and it takes prospects to new levels of understanding and information).

• Very serious about buying a pool. (Otherwise, why would she sacrifice sleep to watch a swimming pool DVD?)

• Very excited in general about the becoming a swimming pool owner. (She wasn’t excited about shopping for a pool, she was excited about owning a pool.)

Understanding clearly these three things, I called the lady on the phone, we’ll call her ‘Jane’, and this is exactly how the conversation went.

Me: Hello Jane, I was calling because I received a message from my gal in the office that you were interested in a swimming pool.

Jane: I am! Will you come to my house and give me a quote?

Me: (with a smile in my voice) I’m sorry Jane. I don’t give quotes. But I’d love to come out there and sell you a pool!

Jane: Well OK then. Sounds great. When are you coming?

Needless to say, I went out to Jane’s house just a few days later and without even asking for her business at the end of our appointment, she went and got her checkbook when I was done giving her all of the pricing and scheduling information.

We are Sales Professionals, not Quote Professionals

Now I know many of you may be thinking I’m exaggerating regarding our initial phone conversation, but please understand that this is exactly how it occurred. Keep in mind the whole reason I was able to be so bold with her was because she had already done the leg work. I knew she was informed. I knew she liked our company. Heck, by the sound in her voice, it was obvious that she was excited and ready to own a pool. This is why, without any discomfort whatsoever, I was able to tell her I wouldn’t give her a quote, but I’d be happy to sell her a pool.

I’ve literally told hundreds and hundreds of prospects this same thing after they’ve asked if I’ll come to their home and give them a quote. But the reason I can make such a statement is because, due to all the Web and Marketing 2.0 tools I’ve already given to the consumer, I’ve clearly earned that right. Because I’ve taken the time to produce so much valuable and informative content to help that consumer to be as informed as possible, it’s a natural right I have as a professional to let the person know that when I do come out to their house and sit down with them, it is my goal to earn their business. But after all, don’t they know that’s my purpose anyway? Heck, that’s why they’ve invited me out. Therefore, I’m only being honest. And honesty is always the best solution when it comes to selling.

A New Paradigm

I have a friend who is in sales and despite her Web 2.0 mentality, had a terrible closing rate before 2010. Once we discussed her situation, it was obvious to me what her problem was. She wasn’t being honest with the homeowners and she wasn’t expecting to get a check when she went out on a sales call. This simple flaw in her paradigm has literally cost her thousands and thousands of dollars until this year. But now, as she tells every customer “I’m coming to earn your business. Please understand that.”, she has closing rates over 50% and has never been happier.

But her story is no different than the potential of any sales professional. Everyone has the potential to follow this simple process. By embracing the information age with all its tools, and then by being honest to our prospects, we will experience an increase in sales and business we never thought previously possible.  I have seen these two little steps work time and time again and I’d simply ask anyone that may be saying, “It’ll never work in my industry with my clients.” to simply be open to change. Be open to the possibilities. Embrace the new Sales 2.0 paradigm. Besides, who likes giving quotes? I certainly don’t. I like making sales. That’s what I do. It’s what I expect. And we should all expect such as we put ourselves in a position to succeed.

To close, I want to reiterate this final thought:

If you have given your customers enough valuable information, it is your absolute right to expect them, and therefore inform them, that it is your goal to earn their business.

Questions? Comments? Agree? Disagree? As always, I’d love to hear your thoughts on this topic of sales honesty.

Related posts:

1. Employee Hiring For Small Business: Stop Interviewing, Start Selecting
2. Is the Word ‘Sell’ a Bad Word in Sales 2.0 Vernacular?
3. How to Overcome the Infamous ‘Due Diligence’ Excuse in Sales

I must admit, I’m feeling excited at the moment. Why? Well other than the fact that my life is changing drastically in a positive direction each and every day, I’m now witnessing other people’s lives change as well based on the principles I’ve been teaching about here at The Sales Lion. Now please don’t take this statement as if I’m bragging about how great I am or taking any credit for the success of others. Rather, understand that the things I write and teach here are simply truths that are available in many corners of the internet and by no means did I invent any of them. But the fact that there are businesses, families, and children that are benefiting from the teachings found herein, my joy is full and my cup overfloweth with satisfaction.

I mention these things because I received a call this morning from a business owner who recently attended one of my seminars in Texas. The gentleman’s name is James Snyder and he owns a landscaping/pool company (Albert Group Landscaping) in New York state. Since attending the seminar just a few weeks ago, James has made some incredible strides as a business owner in his efforts to embrace marketing and web 2.0 principles. In fact, he has:

• Converted his website over to a new CMS (content management system) with Hubspot
• Published multiple blog articles relating to his field
• Produced multiple videos with his new Flip Camera that are now posted on YouTube and integrated into his blog articles
• Started learning, understanding, and grasping the importance of analytics with his company’s website
• Is active on forums, Twitter, and Facebook
• Outlined a marketing 2.0 plan for the rest of the year

As we talked on the phone this morning and James mentioned all that he was doing, the excitement in his voice was nearly palpable. It was almost like I was talking to a completely different business owner than the person I met just a few weeks previous.

The Mind Runs Wild

And what have been the results of his new practices? Well obviously James was ready to discuss those with me as well. For example, last night he closed a sale with a customer he has been working with for a while. And how did he do it? Well just before his sales appointment, he went and made a video testimonial with a customer he had just done some beautiful work for. And with video in hand, he was then able to show his prospects what made his company special and unique from the perspective of another customer. He said this powerful testimonial was exactly what the homeowners needed to get over the hump and make a decision, despite the fact that his bid was much higher than those of his competitors.

James also spoke to me about how he now sees everything he does as a video opportunity. This statement really got me fired up to hear. You see, as soon as a business owner starts leveraging the power of Video Marketing 2.0, the sooner that person’s mind will run wild with creative ideas for more and more videos. This personally happened to me with my business and now James is hooked as well. And considering he is a landscaper/pool guy , his teaching opportunities through the power of video are practically unlimited.

Finally, James mentioned to me how excited he was to already have people subscribing to his blog (over 30 so far) and the fact that he now gets more traffic in one hour on his website than he would literally get in days before. And what’s crazy is he is JUST BEGINNING. He has only been at this for a few weeks! Right now James can’t even comprehend the changes that are about to come his way, as well as his business’ way, over the coming months. As long as he keeps doing what he is doing, with the same passion and fire, his business will experience exponential and monumental growth.

***Note: Originally, when I wrote this blog, it did not have James’ following testimonial. But once he read the article, he sent me the following video. Very cool…Thanks James!***

Click here to view the embedded video.

A New Tipping Point

When it comes down to it, James Snyder represents everything I’ve been talking about over the past couple of months. He has reached a tipping point (as Gladwell would say) and is now becoming a ‘Small Businesses Owner 2.0’. Just by determining to take another path he is going to reach heights he never dreamed imaginable.

What’s funny about James though is the fact that for quite some time now he has known he needed to take the keys back to his business. But for whatever reason (call it fear, uncertainty, etc) he never pulled the trigger—that is, until the conference in Texas. As James told me this morning, “Marcus, you made me realize that I had no excuses. None. It was time to get it done.”

Well James, you are getting it done my friend. In fact, I suggest readers take a look at James’ most recent blog article to see what I’m talking about. Keep in mind that this is a person that knew literally almost nothing about website design just weeks ago and now he’s producing killer educational blogs complete with photos, videos, and excellent content. Are you kidding me?? Dang CMS and Hubspot are awesome!

No Excuses

Golly this just gets me fired up to see, and it’s another example of really what all of this Web and Marketing 2.0 stuff for small biz owners and entrepreneurs comes down to—No Excuses.

With the incredible advances in technology of the 21^st century, you and I no longer have to be programmers and Tech geniuses to become masters of the web and therefore dominate our niche. It only takes a belief, a desire, and a willingness to do what it takes.

James joked with me how he has been staying up quite a bit lately working on all this stuff but he said that he didn’t mind because he has been too excited to sleep. Well welcome to my world James. It’s the world of creativity, excitement, and late nights. It’s the world of feeling like you are in control of your own destiny. It’s the world where your imagination has no bounds and you feel like there is just not enough time in the day to accomplish all the great things you want to accomplish. And let me just state for the record, I love this world. And no doubt many of you reading this article right now share this same passion.

Well Done

So my hat goes off to James and all those persons out there that have taken back the wheel and are again in control of the destiny of their business. What a wonderful time we all live in to have these tools available to those persons who are only willing and able to use them.

And for all of you out there that have not reached this ‘tipping point’ of business web and marketing control, I hope you will determine to change your paradigm and believe in yourself. Know that the tools are available to you. And know also there are many people out there that are willing to help you make this apparently difficult switch a smooth and exciting transition.

So what has kept you from taking back control of your business? And if you’ve already done so, I’d love to hear about what helped you take that important and life-changing step. As always, your comments below are very much appreciated.

Related posts:

1. How to Wake Up CEOs and Business Owners that are Too Dumb to Embrace Web 2.0
2. 9 Essential Keys to a Great Small Business Website in 2010
3. 5 Steps to Becoming a Small Business Owner ‘2.o’ in 2010

When you hear the word ‘sell’, what are your thoughts?

If you’re like many in the 21^st century, the word ‘sell’ or ‘salesman’ has almost become taboo. To verify this, just look at the job titles we see today for most sales professionals:

• Consultant
• Product Assistant
• Product Manager
• Product Expert
• Customer Designer
• Customer Product Specialist
• Blah, blah, blah

 I appear to be in the minority when it comes to the way I view the words ‘sell’ and ‘salesman’. In fact, it really, really bugs me that so many supposed ‘sales professionals’ shirk from telling people what they actually do (hence silly job titles). And because they have this mentality—this idea that they aren’t really in sales but are rather ‘customer consultants’ (or whatever cheesy title you can name), they inadvertently commit ‘sales suicide’ because of their subconscious negativity towards their very own profession.

What’s the Purpose of Your Profession?

I was reminded of this at a recent Sales/Marketing/ Web 2.0 seminar I taught to professionals in the pool and spa industry. The problem that many of the business owners I spoke to at his event have is that when they set appointments to meet with people in their home, they make it out to sound like they are ‘just coming out to show them their pools and discuss with the homeowner their options’. Frankly put, this paradigm is the craziest thing I’ve ever seen, which is why I raised many an eyebrow when I explained to these business owners how my company goes about the sales process.

Education First

Selling, whether in a home, at an office, or in a retail store starts with education. In 2010, this is called Sales and Marketing 2.0. We’ve discussed this topic more than any other on The Sales Lion, yet its importance will never get enough attention. The reason for this is because when a customer, before they even speak with a sales person, is thoroughly educated on the product by that sales person’s company (website), then the chances of the sale go up drastically.

For example, just the other day I went on a sales appointment at a beautiful farm located at the base of the Blue Ridge Mountains in Virginia. After meeting for a little over an hour the homeowner gave me a deposit and  explained his reasons for making such a quick decision. This is what he said:

“Over the last 45 days or so, it has snowed about 50 inches here on the farm. During this time, I’ve haven’t really been able to go anywhere so I’ve watched just about every dag-gum video you’ve ever made about swimming pools.”

His statement gave us both a laugh but this man is the perfect example of what I call an informed, Web 2.0 customer. But the fact that he was so thoroughly educated on our product, and me, before I ever came out to his house is just the foundation for the success of the sale. The other half is that I told him, just as I tell everyone, this simple statement before I came out.

“I’m glad you’ve done so much research sir on our website. The reason why we go to such lengths in making sure you are informed regarding our products before we ever even come to your home is because when I actually do come out to your house I’m there to spend less time teaching you and more time finding out exactly what is going to fit you and your family’s needs for years to come. Once we find out what those needs are, I’m going to give you my best price on everything for you at that time. I do things this way because it’s important for you to understand that when I come out there it’s my goal to earn your business at that time. In other words, I’m there to sell you a pool.”

Can you now see why so many eyebrows raise when I teach this to other sales professionals?

I see this as the most honest, straighforward, effective sales approach in the market today. It’s honest because in reality, what customer doesn’t know the true goal of a sales person? Truth is, everybody knows the sales person’s intent yet no one talks about it. This just make no sense to me at all.

Set the Tone

Think about this analogy for a second. What’s the difference between a class where a teacher says, “Class, today we’ll be talking about George Washington” versus “Class, today we’ll be talking about George Washington and then at the end of the class we’ll be having a pop-quiz on what was covered.”

Now you tell me, which of the two classes is going to pay more attention, take more notes, and be more involved in the discussion? Of course the class that knows it has a test coming that day.

Customers, when told by the sales person that it’s their goal to earn the customer’s business that day, tend to act just like students in a classroom setting. Simply put, they pay more attention and do what’s necessary to make sure they are as informed as possible. Let me give you another example of how such a statement works.

The Things Customers Will Say

A while back I had a sales appointment a few hours from my home with a husband and wife. When I set the appointment up with them on the phone, I made it very clear that the purpose of my visit was to earn their business that night. And after meeting with them for a couple hours in their home, I finally gave them the total price for their project and this is how the rest of the conversation unfolded:

Husband: This all looks pretty good Marcus. Would it be OK if we let you know tomorrow?

(I sat there pensively)

Wife: (Turning to husband) Honey, this young man didn’t drive all the way here for you to tell him something tomorrow.

(I continued to just sit there)

Husband(looking a little baffled): You’re right dear, let me go get the checkbook.

Obviously, I was happy to make the sale on this occasion but I was even happier to see how my honesty on the phone, and the fact that I had set expectations, led to the immediate sale.

A New Paradigm

When I teach this principle to others, they often fear that telling a customer that it’s your goal to earn their business and sell them something might end up turning the customer off. I agree that such a concern is valid, but only when the sales professional has not taken the time to properly ensure the client is educated, nor have they thoroughly, by asking proper questions, defined the wants and needs of the customer.

Just the other day, I was speaking on the phone with one of the readers of the blog and we talked about this very subject. The day after we discussed this ‘new sales paradigm’ the individual called me, ecstatic that  he had been able to use this honest and bold technique and the surprising success that came with such honesty.

But when it comes down to it, this post is really about being proud of what you do. Be proud of the fact that you sell, market, and teach your consumers better than anyone else. Make no apologies for wanting and being the best. And if you don’t think that such a paradigm change will work for you, I just ask that you give it a chance and the change that will be wrought in your sales and marketing identity will take a quantum leap forward.

What are your thoughts on this ‘honest’ sales approach? Do you have struggles or triumphs regarding this topic? As always, I’d love to hear what you have to say.

Related posts:

1. Is the Curse of Knowledge and Bad Vernacular Killing Your Sales and Marketing Success?
2. How to Sell Yourself…Before You Sell All That Other Stuff
3. How to Stop Giving Quotes, Quit Giving Estimates, and Start Making Sales.