See Ian’s latest articles
Upside-Down Selling
Why Honesty is the ONLY Policy in Business
When I speak about finding a fit between your strengths and the client’s needs, I guess I have overlooked one point that I assumed everyone understood. Recently one of my new students said “Our client said that they felt we could be a great fit for their current situation.” He excitedly said “Even though we [...]
Pricing Pressure is More Common Than Catching Fire
I was speaking at a recent event, and I asked the audience to all shout out the three things they should do if their clothes were to catch on fire. In unison, everyone shouted “Stop, Drop, and Roll.” I then asked the same group to shout out the three things they should do if confronted [...]
How Do You Coach Your Sales Team?
Are you getting your desired result from your sales team? You can! Believe it or not…even a kids soccer coach can do it! Find out just how easy it is and use this technique at your next sales meeting.
Are You Attracting Looky Loos or Buyers to Your Business?
Are you attracting looky loos you feel like you’re constantly cajoling instead of those actual buyers? It could be your message!
How Do You Know if You’re Hiring a Sales Superstar?
Have you ever wondered what traits the highest performing sales people have? If you’re looking to hire a sales person, these are the traits you should be looking for!
Could Your Own Words Turn You Into a Commodity
Have you camouflaged your business to look just like your competitors? Try this exercise to ensure you stand apart, above, and beyond the crowd!
How to Repel Friends and Annoy People
You want to grow your list with interested leads instead of collecting unsavory nick names right? Get good ones without annoying anyone else!
Don’t Be a Sales Troll. How to Earn Great Referrals
Today, referrals and introductions are not a luxury, they are becoming a necessity. But, how you ask for a referral may have everything to do with the outcome. Discover the keys to getting great referrals, and gaining the gratitude of everyone involved.
When Clients Request the Wrong Thing
With so much information, your clients can easily get enough information to self-diagnose their needs. What happens when what they ask for is not exactly the right fit for them?
Employees Say the Darndest Things – A Lesson in Culture
Good customer service is not about specific procedures, but it comes from a culture of excellence. See what you can learn form these examples of bad and good experiences.