How to Build and Use Case Studies for Success   What IS a well told Case Study, and why are they important to your success?   In it’s essence a Case Study is simply a relatable story.  In your case it is a simple story or stories about an existing client that was in need of change, maybe they were having issues with their former provider, maybe they wanted a fresh opinion, maybe they weren’t getting the attention they deserved – but in all cases, you were able to show them a solution that helped their organization create better outcomes, reduce r... More
 
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One of the most important keys to sales and persuasion is the understanding that when you find someone’s Gap (ie: the difference between where they are now vs. where they want to be, or could be) you then have the power to help them make a change. So many salespeople want to immediately start talking about themselves, their product, or their service – and they do it with great enthusiasm. The main problem is that they are enthusiastically persuading in the wrong way  - they miss this key understanding: People will only take action on something that is perceived to either: a) s... More
 
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Everyone agrees that rapport is the basis of every great buying/selling relationship. In fact many would even agree that every sale starts with that initial meeting and conversation. And lets face it, rapport is the basis for trust, and trust is one of the #1 reasons that people will buy from you. I have seen people win deals because they had superior rapport, and I have seen people lose deals because they didn’t have strong enough rapport. Here’s the challenge: Most companies and their salespeople take RAPPORT for granted. They assume that they are great at it, all of them. Whe... More
 
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I work with so many companies that WANT to have a great referral program (who doesn’t right?) – but spend very little time strategizing on how to create one.  When I ask them about their referral program, almost all business leaders will say “yes, we do get some referrals.” – and I always ask them the same question; “ok great, now what IS the strategy, how do you train it, and how do you manage it?” – of which, every time, I get a blank stare.  So, immediately, the business leaders declares “from now on, its MANDATORY that ALL sal... More
 
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