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By taylor on Jun 18, 2013 in Blog, boundaries | 0 comments

I’ve recently been doing some customer satisfaction surveys with my clients to find out why they chose to do business with me. What I’ve discovered is that what my clients value about my business is different from what I value about my business. This is useful for me because it tells me what I need to emphasize to prospects while also allowing me to see...

By taylor on Jun 13, 2013 in Blog, business, Sales | 0 comments

  One of the realizations I’ve had about sales is that if you are doing your sales presentation right, price should become a non-issue for the prospect you are presenting to. The reason is simple: Your price is the lowest denominator of value. It’s an artificial value that is set in order to help people understand what your services cost, but what...

The Link between Achievement and Benefit

By taylor on Jun 6, 2013 in Blog, business, Sales | 0 comments

  One of my recent realizations about my sales process is that while I was describing the benefits of choosing me as a coach, what I wasn’t clearly explaining was what would be achieved if someone hired me. Ever since I’ve added this element of achievement to the conversation I’ve found that people have been more receptive and interested in my...

Sales and networking blues

By taylor on May 31, 2013 in Blog, business, personal | 0 comments

5-2-13 If I were to summarize the problem I have with the go for no approach to sales its that while you do go for a quantity of no’s it doesn’t necessarily teach you why you are getting the no’s or save you a lot of time. I value my time, especially because of the various projects I want to work on and while sales is important I want consistently...

Why you don’t need to attend every networking event

By taylor on May 28, 2013 in Blog, business, networking | 0 comments

  The other night I felt a bit guilty because I decided not to attend a networking event. I wanted to spend time with Kat, and although I knew I’d get some time with her later in the evening, I knew it wouldn’t be as much as I wanted, if I attended the event. I had to make a choice and I choose to spend time with her. She works an intensive job,...

The moral imperative of your business

By taylor on May 23, 2013 in Blog, business, Culture | 0 comments

The moral imperative of your business is the realization that you have a duty to provide the best service/product possible to the people who need what you offer. When you examine your business from this perspective it helps you understand why it is important to provide the best possible service to your clients. You recognize that its not just a service you offer,...