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Recent Articles from Liz Wendling
The action imperative
The successful people I know share a strategic quality—they get things done. This ability overrides intelligence, talent and connections in determining the money they earn and the speed of their success. They take positive action.
“Just send me some information”
Your approach is everything. If you continue to keep using the same tactic that is yielding the same objection, I encourage you to stop and take a good look at why. We all know that continuing to repeat the same actions but expecting different results is insanity. When you change your approach, yo...
Like it or not — you’re in sales
Like it or not, all business owners are in sales! Whether you are selling an idea, presenting a business proposal or offering a product or service – it is all […]
The language of sales trust
Trust is the single biggest motivator of buyer behavior and one of the key components to establishing a successful buyer/seller relationship. Do your potential customers trust what you say? Do […]
Ditch the pitch
Closing sales and attracting new business is a delicate dance of positioning yourself, engaging your prospects and earning trust in a very short period of time. It will be difficult […]
Social media is killing your business
Smart and savvy business owners use social media to attract new customers and increase traffic to their business. It can be one of the best tools to use to connect with and qualify new leads. It allows business owners and sales people to connect with customers in innovative ways and they’re doing...
Five ways to rekindle your sales passion
In sales, the old saying “Fake it until you make it” might work in some cases, but it’s hard to sustain for any period of time. Genuine sales passion isn’t artificial and can’t be faked; you gotta have it or you gotta get it! It’s evident in salespeople who genuinely care. They have a drive to su...
Curious, serious or a waste of time?
Learning to qualify at the beginning of the sales process is one of the biggest challenges salespeople and business owners face today. Learning how to properly qualify a sales lead can be the difference between closing a sale effortlessly or chasing an opportunity that’s dead before it even start...
Buying the money excuse will cost you
How many times have you bought that line from your customers when they deployed their money excuse on you? They’re selling the money excuse, and you’re buying it every time. The money objection is not something I can attempt to fix in an article because of its complexity. My purpose is to raise y...
The sales fear factor
Fear of rejection is one of the obstacles that business owners and entrepreneurs face in business. Handling rejection and overcoming those negative feelings are critical to having success in sales. This chronic and debilitating condition has taken down many sales careers and is one thing that stan...
No follow up?
Lack of follow up and neglecting to follow through are critical and costly business mistakes that dramatically affects your bottom line. There’s absolutely no good excuse to neglect this part of your business. Not one! Not even these overused mantras of, “I’m too busy,” “I already left one voic...
Positive, negative or neutral?
Your attitudes and beliefs create your thoughts and feelings, which determine your choices and decisions. Your attitude is often one of the first things people notice about you. It’s the […]
