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Los Angeles Client Acquisiton

Suspend your self-interest

In my past corporate life, when I was responsible for new hire sales training for a major financial firm, I brought in Bob Burg on two occasions to...
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Rapport Report: 7 tips for connecting with clients the first time

Meeting with prospects for the first time is a critical event in theprocess of converting them into clients/customers. The adage about only getting...
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The ABC's of Business Etiquette

It’s no secret that most forms of social behavior in the U.S. have become more casual over the last 20 years. Ironically, one of the last...
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Leveraging LinkedIn to lift your career

More and more business people are using LinkedIn to promote their professional activity. Recently C.G. Lynch of CIO.com wrote for PC World magazine...
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Create a marketing plan in 5 basic steps

Product, Price, Placement, Promotion. These are the four elements of the classic marketing model. As a small business owner, you can apply that...
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Objection Overruled | Handling the 4 Basic Customer Concerns (part 5 of a 5-part series)

In this series, we have looked at prospects’ reluctance to do business with you as a function of only four concerns: No Trust; No Need; No...
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Check your F.O.R.M.

Ever since Xerox pioneered consultative selling over 20 years ago through its Professional Selling Skills training program, people in sales have...
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3 Ps to more sales

If you’re old enough, you’ll remember when doing well in school was about the 3 Rs — reading, ‘riting, and ‘rithmetic...
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What do you get when you get what you pay for?

No, it’s not double-talk. It is, in fact, an actual question I first asked clients and prospects about 25 years ago when confronted with a...
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Give your elevator speech a lift: don't spill all your candy in the lobby

I remember as a child being taken to the movies and being treated to a package of Good ‘n’ Plenty or Jujubees. With the treat came the...
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