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Conversations, tools and strategies to multiply your sales

How to address objections from your prospects (Part 2)

Last week we began a conversation on addressing objections from your prospects. Before we jump into today’s discussion, I highly suggest you check out last week’s video where I explain the difference between questions and objections (and how to make sure you are addressing the right one in conversations with your prospects!) 

So, now that you’ve determined it’s an objection - and not a question - how do you address it? 

Notice I say address, and not overcome - I honestly don’t believe it is our place to overcome their objections. After all, objections play an important role in identifying those potential clients or customers who are not actually an ideal fit for you and what you offer.

There are...

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How to address objections from your prospects (Part 1)

You’ve heard the phrase ‘overcoming objections.’

When it comes to sales conversations, this is the number one place most businesses find themselves stuck. It would seem that learning to effectively overcome objections is the obvious answer, right?

Here’s the rub - I don’t believe in overcoming objections. 

You will never me talk about this in my sales training, as I believe objections aren’t meant to be overcome or to be met with pushback from you as a business owner. 

I hope to spend the next few weeks diving into this topic so you can find ways to address objections that are both impactful and rewarding for both you and your prospect. 

Before we can have this conversation, there is an...

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Does your business need a sales plan?

It’s safe to say that Marketing today is easier than ever before. 

The internet has forever changed the way consumers find and interact with businesses. With a click of a button, you can literally reach thousands, if not millions of people - and many of these marketing platforms are 100% free to use. 

So with all this high-tech, far-reaching, at-your-fingertips type of marketing, who needs sales, right?

If you’ve started a business in recent years, chances are you spend a lot of time, money, and effort on keeping up with online marketing strategies. From running Ad Campaigns and Facebook groups to creating endless content, and spending hours a day “engaging” on social media and wondering what the heck...

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3 ways to increase referrals for your business in 2020

Is your referral-based business fully and consistently booked out? 

If you answered No, how do you plan to change that in 2020?

When I talk with people about sales strategies and how they plan to grow their business,  I’m often met with: “Oh, my business is 100% referral-based.” 

Referrals are a wonderful way to increase revenue and grow your client base. They help you connect with people that you truly would be a good fit to serve, and it often means you are working with other like-minded business people to mutually generate referrals. 

There is just one problem...sometimes, when people say they have a referral-based business, it’s actually an excuse to stay in their comfort zone (AKA avoid...

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3 ways to stop letting fear keep you from selling

We talk a lot about intentionally growing your business over here on the blog, with a heavy focus on finding and winning the clients that you love to work with.

In case you missed it, check out: 

When all is said and done, finding and winning your dream clients is really about engaging proactively in outbound sales. 

If hearing the words ‘proactive’ and ‘sales’ in the same sentence causes you to sweat a little, you are not alone. Many people will choose to focus purely on marketing for...

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4 Ways to generate revenue when cash flow is tight

Reaching the end of the money before you reach the end of the month?

We’ve all been there. At some point, you are bound to face months where your expenses overshoot your revenue - and as a business owner, it falls on you to figure out how to turn things around. 

The things that are going to set you up for success in the long-term are rarely accompanied by a sudden influx of cash, so you are going to need to figure out how to generate enough revenue to sustain you in the short-term.

Before you dive into this week’s video, I want to make one thing clear: The strategies I’m sharing today are meant to complement - not replace - your long term strategies. 

These are intended to bring about fast wins to get you...

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4 Books to Help You Grow Your Business

Confession: I’m kind of a self-help junkie. I love to be constantly learning - in fact, it’s one of my core values in life and in business. 

Even though I’ve been in sales for 15 years, and have received world-class training with Fortune 500 companies (and train people in sales every day) I’m always on the lookout for new perspectives - new strategies that will make me more effective, and better at what I do.

Reading books is just one of the ways that I embrace that.

Sales can be a pretty challenging arena when it comes to research and growth. Much of what is written and what is available in the public domain is centered around manipulation and bullying - slimy tactics to make people feel uncomfortable just...

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Tools to help you stay consistent in your actions so you can create consistent revenue

Want to stop riding the revenue roller coaster each month and start to see some consistency in your businesses’ bottom line?

Consistent results call for consistent actions.

This is by no means another blog post informing you that you need to be constantly hustlin’ in order to succeed. Quite the opposite.

I want to encourage you to work smarter, not harder. So, today I’m sharing my favorite tools for streamlining your processes and keeping your projects on track, making it easier to be consistent in the day-to-day management of your business.

But first, a disclaimer: Project management is not my strong suit. 

I am a big-picture gal who loves strategy, planning, and engaging in sales conversations, so I am more...

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What to do when your prospects aren't sure they want to work with you

When it comes to sales, if you are putting yourself out there -  and you're committed to growing your business and being successful - at some point you are going to hear a No…

Or at least something other than a resounding Yes!

But before you go and take things personally, consider what it is that you are asking of your prospect. Anytime you ask someone to buy something from you for the first time, you are essentially asking them to make some type of change in their life. Often times, this change alone is enough to create uncertainty, and it is in no way a reflection of you or your sales process.

It's no secret that the Maybe’s can feel like rejection, and it’s easy to let the fear of rejection keep you from...

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How to create forward momentum in your business

Do you ever feel like you are moving backward in business? 

 Or that even if you do manage to get ahead, progress is quickly stalled out by the distractions of life and the demands of your schedule?

You work hard in your business, so it can be frustrating to feel like you are starting from square one with each new client or project you take on. 

So what’s missing? Momentum!

Think of it like exercising...

Fitness and movement is something I hold quite dear to my heart, but lately, I feel as though I’ve lost a lot of that momentum around my own physical health.

It used to be that working out didn’t require a lot of effort or willpower on my part. It was just something that I did automatically - a...

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