Sales Tip # 5 – Don’t be Stupid

Sales Tip # 5  – Don’t be stupid!

Sometimes in our haste we do something stupid.

I received this email, “If you are still in business call me?” That was all there was to the email (I withheld the signature and company name – I will tell you he sold merchant services.)

No greeting.

No first name or introduction.

He did not tell what problem he was trying to solve for me. Was he trying to help me grow sales, increase revenues or reduce my expenses?

He did not tell me who he was or what he did.

No – this is how we can help you – just “are you still in business?”

Was he lazy or just stupid? I really don’t know but the impression he made was less than stellar.

If he wanted to talk to me why didn’t he ask me for a good time to call or the best phone number to reach me or ask me if I to talk to him?

My opinion of this email is that it was the most arrogant email I have ever received.

I, like most business owners, work hard. We have bills to pay, our family to feed and house payments to make. AM I STILL IN BUSINESS???? He did not research on me or my company. He had no idea of the industry I was in or if I even needed his services.

Do you think I called him back? NO!

Do you think I responded in any way? NO! (I did respond to tell him that his email as arrogant.)

Did I think he was either desperate or lazy? YES!

Did I think he had my best interest in mind? NO!

Sometimes we get careless or forgetful of proper email protocol. Sometimes we take shortcuts. Mistakes happen. I get that. But…

In today’s world of social media I could put his name and company name all over the internet as an example of what not to do. Instead I write a blog post.

We need to slow down and remember that sales is about the relationship (as short as it may be.) Basic courtesy is still necessary: Respect is still necessary and people skills are important. When the relationship is there people will buy-it all starts with respect.

When doing email marketing keep it short and to the point. Create an eye-catching subject line. Tell me what you want and WHY I SHOULD TALK TO YOU! Get me a link to learn more if I am interested.

It is about staying focused on the end results. There is only four things business owners like me want from you when you market to me: 1. How to increase revenues. 2. How to reduce expenses. 3. How to increase my productivity. 4. How to add more value to my clients. If your email does not address at least one of those issues – save time and do not sent the email.

To Your Success,

Ron Finklestein
330-990-0788
ron@ronfinklestein.com
p.s. We are launching a new web site that provide high quality training and a very low price. Check it out. WWW.MADPPV.com. We focus on sales growth, personal growth and leadership on this web site. BTW, MAD means Makie a Difference.

Tip # 4 to Grow Sales – Buy on Price – Buy Twice

Buy on price – pay twice!

Many years ago, while I was remodeling a house, I needed a specific tool to finish the job. It was a fairly expensive tool, $99 on the low-end up to $400 at the top end. Naturally I chose the $99 tool and finished the job.

After several uses I realized I purchased the wrong tool – it didn’t do everything I needed it to do. I bought the tool because of the price. Since then I have spent a lot more time and money trying to use the tool for things it was not designed to be used for and decided to buy a higher quality tool more suited to my needs. I purchased the second time, not on price, but on value.

I bought on price and I paid twice.

How do you help your prospect buy your value and not your price?

It starts with a well-defined sales process. Each step in the process is designed to add value to the prospect. Here is the process I use:
1. Rapport strategy
2. Define problem
3. Explore impact of the problems
4. Collaborate with the prospect and jointly create the solution
5. Get the order
6. Ask for a referral
7. Conduct a review of the call to determine what worked and what did not work and make the necessary changes

The rapport strategy is designed to help them like and trust you.

Defining the problem helps you understand the symptoms and cause of the problem.

The exploring step help both you and the prospect understand the impact of the problem and what happens if the prospect does nothing.

The collaboration step allow both you and the prospect to build the solution together. It is very hard for the prospect to reject a solution they helped build.

The outcome of a well-designed process is the order, concerns, or a “no.” It is a natural outcome of the process. Each can be dealt with since each party now knows the issues.

After the order is signed the next step is to ask for a referral. The more specific you can be the better the opportunity to get the referral.
Finally, review the sales transaction and change what did not work and continue doing what did work.

Sales is not an art, sales is a process. When the sales process is both well designed and executed even people who do not perceive themselves as sales representatives can do quite well at sales.

DefinitiveSalesFinal032513You can learn more from our book, The Definitive Sales Play Book: How to Grow Sales and Create Lifetime Customers – available at Amazon.com

Ron Finklestein

330-990-0788

Email me at ron@businessgrowthexperience.com to schedule your free assessment sales assessments.

The Definitive Sales Playbook: How to Grow Sales and Create Lifetime Customers

The Definitive Sales Playbook: How to Grow Sales and Create Lifetime Customers

Dr. Tony Alessandra and I are proud to announce our newest book  The Definitive Sales Playbook is now available on Amazon.  Brian Tracy was kind enough to write the Foreword.

The book was the outcome of a sales membership site Tony and I built with the help of TruNorth. The book reflects the different modules available in the site. The book is designed to be help new sales reps increase sales through the use of best practices, remind seasoned sales reps what they did to be successful and help take existing sales reps to a whole new level in their sales performance.

If you are interested in our sales training or coaching program please contact Ron Finklestein. To learn more about Ron Finklestein  or Dr. Tony Alessandra just click on the highlighted links.

I included the Table of Content for your review:

Introduction

Nine Behaviors of Successful Salespeople

The Platinum Rule ®   — Treating Others the Way They Want to be Treated!

Building And Maintaining Rapport Throughout The Connecting Phase

Building And Maintaining Rapport Throughout The Exploring Phase

Building And Maintaining Rapport Throughout The Collaboration Phase

Building And Maintaining Rapport Throughout The Confirming Phase

Building And Maintaining Rapport Throughout The Assuring Phase

Negative Preparation Leads to Positive Results!

The Power of Testimonials

Lead Generation with Social Media

Blogging as a Sales Tool

What is the number one thing that business owners want from their sales rep?

Behaviors of Non-Performing Sales vs. High-Performing Sales Reps

Why Goals Fail

How to Build Trust Quickly

Why People Won’t Buy From You!

Question #1: “What do you do?”

Question #2: “How are you different?” or “What’s in it for me?”

Question #3: “Why are you the right and safe choice?”

Question #4: “What do you do better than anyone else in the world (in your industry)?”

Question #5: “Why is that important to my prospects?”

Question #6: “Why buy from me?” or “Prove it.”

Sustaining Motivation

Bite-Sized Training

Selling by the Numbers

Identifying Lucrative Prospects

Identifying Your Best Prospects

Incoming Prospecting

Visibility Strategies for Incoming Prospecting

Prospecting

Asking for Referrals

Knowing Your Competitive Advantages

Your Competitive Advantage Statement

Contacting by Phone—Key Telephone Skills

Using the Phone as a Prospecting Tool

Contacting Prospects Online

In-Person Contacts

Common Up-Front Objections

Skills For Responding To Resistance

Three Steps to Successful Sales

Identify Customer Needs

Question Topic Categories

Exploring Important Topics

Ten Tips for More Effective Questioning

Identifying Success Criteria

Ten Commandments of Powerful Listening

Active Listening

Types of Decision Makers—Understanding the Cast of Characters

Features versus Benefits

Five Key Elements of Presentations

Proposing Solutions

Price Concerns

Product Concerns

Postponement Concerns

Product-Price-Postponement Concerns Worksheet

Negotiating Tips

Confirming The Sale Signals

Benefit Summary

Stairs of Customer Loyalty

Commitment To Your Customers

Effective Communication With Customers

Enhancing the Customer Relationship

Thirteen Ways To Assure Customer Satisfaction

Monitoring & Measuring Success Criteria

The Annual Check-Up

Expanding Your Sales

Time Analysis Questions

Return On Time Invested

ROTI Account Classification

Appendix A — Quick Reference Guide

Building Rapport Throughout the Sales Process

About Dr. Tony Alessandra

About Ron Finklestein

 

Click here to purchase the book  The Definitive Sales Playbook.

Click here to learn more about our sales training and sales coach

 

To your success,

 

Ron Finklestein
330-990-0788

 

Rynd Speaks

This is the first chapter of my next book. It is a parable on how Bob uses  the Nine Laws to solves some very difficult personal and business problems. The Book is called Rynd’s Nine Laws for Personal and Professional Success – Going from Success to Significance. My coauthor Mike Larocca and I are very proud of this book because of the compelling story, the easy read and lessons learned. It will be available on Amazon in shortly!

Please read and enjoy.

Bob’s Drive

 

“Why am I the only person in this office who can do sales?”

Bob is seated in an elegant office, in a luxurious black leather chair at a cherry wood desk, none of which he ever seems to notice. He’s wearing a tailored gray business suit. His jacket is draped over the back of his chair.

Bob is facing Richard, who wears a tailored navy Armani suit despite holding the title Inside Sales Manager and thus rarely leaves the office. Richard begins to formulate a reply, but Bob cuts him off.

“No, scratch that,” says Bob. “Okay, fine, maybe I’m not the only person who can do sales. But I am the only person who will do sales, who does do sales. It’s not difficult. Everyone we contact needs this service. It’s a great service. It’s simple to see this. It’s simple to explain this. But why am I the only person who’s actually doing the work?”

“I –”

“Don’t answer that. I’m not in the mood right now.”

Bob realizes that right now’s not the time for a reasoned conversation. After a brief, almost guilty look at Richard, Bob says, “Let me go calm down first. Then tell me what happened with Greg and the Eastern contract.”

My reaction was unreasonable, Bob realizes as he leaves his office. But being annoyed at this problem is not.

Bob briefly wonders how long it’ll take Richard to return to his own office, and almost smiles, but his amusement quickly gives way to his annoyance.

Bob doesn’t mind doing sales. He’s good at it. It’s not what he would have envisioned himself doing twenty years ago, but he doesn’t mind sales. Or marketing. Or customer service. Or even purchasing, receivables, payables, or payroll.

Well, maybe not payroll.

No, the problem is that he is either doing or overseeing all of them, in too much detail, being pulled in 94 different directions at once. He owns a business that grossed four hundred grand last year and he’s still working harder than he would in a 9-to-5.

It just doesn’t make sense.

Bob enters the break room and is halfway to the water fountain before he stops. The table is cluttered with napkins and plates. On the counter beside the sink are several bottles of soda.

Unfortunately, Bob’s secretary chooses just that moment to open the opposite door and enter the break room. Ella’s smart “office chic” business suit, silk blouse, expensive shoes, and styled black hair make her look almost as efficient as she actually is.

“This is just ridiculous.” Bob throws his hands in the air. “Am I a business owner or a babysitter?”

“Bob, I thought you were –” she begins.

“Am I the only person who is even marginally engaged in this place? I can’t believe I have to tell you to keep the kitchen area clean, to take out the trash, to answer the customer emails on the same day. It’s ridiculous that you don’t know all this. It’s ridiculous that you aren’t already doing all this. Is it ignorance or apathy? No, wait, let me guess – you don’t know and you don’t care.”

Ella knows this isn’t true. She also knows that Bob knows this isn’t true. She enjoys working for him most of the time, but he can overreact on occasion. She suspects it’s the result of keeping such a tight lid on his feelings, but it wouldn’t be appropriate to tell him that.

The atypical situation in the break room leaves Ella stunned for a moment. In that moment, Bob leaves the room. He’s out of the building before she ever gets the chance to tell him that the so-called mess was in fact Bob’s workers setting up the break room for his 45th birthday party.

Bob quickly drives his silver luxury sedan from the parking lot, enjoying its smooth handling and easy power. He always enjoys the first minute of every drive, before his thoughts and plans move to the front of his mind and distract him from his surroundings. The first car he looked at cost more than he was willing to spend, but he likes what he bought instead.

He drives half a block along the access road, stops at the intersection where it meets the four-lane “proper” road, turns left when the light changes, and starts using his hands-free phone.

“Ella, it’s Bob. I’m sorry about that. Really. I shouldn’t have done that, okay?”

“Sure.”

“I’m going to Eastern to see if I can save this contract. I don’t know when I’ll be back. I’ll keep you posted.”

“Okay.”

Bob drives his car onto the interstate and accelerates rapidly. He notices that Ella seems subdued, which makes him feel guilty. “I’m sorry I blew up back there. You do a great job. I’d be lost without you.”

“No problem.”

“Okay. Bye.”

Bob ends the call, swerves around someone who apparently doesn’t realize that interstates also have minimum speed limits, and makes another call.

“I’m sorry I blew up back there,” he tells Richard’s voicemail. “It’s not your fault. Since this is a local customer for a change, I’m going down there to save this one in person. Keep pulling those numbers together. I’ll catch up with you later.”

After quickly checking his GPS to remind himself which exit to take, confirming that his memory is accurate, he makes another call.

“Greg,” he says. “Bob. Tell me what happened.”

“I –”

“Give me the short version.”

Greg pauses. “The guy with the title Purchasing Manager does not, in fact, make purchasing decisions.”

Bob exhales.

“Exactly,” says Greg. “All that effort explaining what we do, winning over a guy – and we did win him over – who can’t say yes or no. He’s got to go run it by his boss, and we’ve never spoken to her at all –”

“And he’ll lose something in translation.”

“Right,” says Greg. “That’s exactly right.”

“So we find out who she is and then we start over again.” Bob bangs on his steering wheel in frustration.

“It gets worse. While we were busy with the gatekeeper, Dickson got into the company president. She’s the one making the decisions.”

“Oh… fudge.” Bob breathes deeply. “Dickson. How did they find out who the decision maker is before we –? No, never mind how they found out. The question is, how do we fix this?”

Oh great, he thinks, flipping on his headlights and windshield wipers. Rain.

“Recommendations,” says Greg. “Testimonials.”

“What about them?”

“If we start over now, we sound like salesmen.”

“That could be because we are salesman,” says Bob, chuckling.

“We know why we’re different from our competition, why Eastern should hire us instead. But we can talk ourselves blue in the face explaining that and it won’t be as effective as recommendations from our customers.”

“This is true,” says Bob. “But unless you know how to get our customers to drop whatever they’re doing and just jump in ahead of Dickson right now to tell Eastern just how great we are…”

Ahead of Bob, a car brakes suddenly. The lanes on this stretch of interstate have a way of suddenly ending or turning exit-only and panicking those unfamiliar with it, so he isn’t surprised, but he is annoyed. He swerves left and wonders why he’s so easily annoyed these days.

“We could always sabotage them,” Greg mutters, followed by a noise that doesn’t travel well from hands-free phone to hands-free phone.

“Did you just laugh nervously?” Bob asks.

“What?”

“I’ve read about that in books – oh, how I wish I had time to read books again – but I don’t believe I’ve ever heard it before. Was that a nervous laugh?”

“Um… no… um, I was just joking about sabotage –”

“Of course you were joking. Sabotage would be unethical.”

“It would,” Greg quickly agrees.

“So we don’t do that. We don’t sabotage Dickson. We reframe the job.”

“Reframe.”

“Sure. Reframe. If we’re bidding against an incumbent, we make the old entrenched methods look bad. If we’re the incumbent, we make our insider knowledge critical. If we’ve got a better reputation for data security, we play up the threat and likelihood of compromising a system. If none of our competitors provide a single point of contact, stress that we do and why it matters. If we’ve got a less experienced team, we play down the need for expertise and talk up our ability to do the same work at lower cost. If we’ve got a more experienced team, we play up the value of experience, and the peace of mind they’ll enjoy knowing that our people are all hired, trained, and in place. Make what we do best seem vital and what others do well seem not so important. Stress the critical importance of anything we know that our competitor doesn’t. Reframe.”

“Ah,” says Greg.

“Ideally before they call for bids, of course.” Bob takes the exit that leads from the interstate he’s on to the interstate he wants to be on. “Oh, have they called for bids on this yet?”

“Not yet.”

“Great! We are in there! We can help them decide what to stress in the RFP. If Dickson can beat us on what does matter to the customer, we bid on what should matter to the customer. Can you meet me in –”

Bob is driving in the leftmost of five lanes, which quickly narrow to four and then three lanes, and he needs to shoot to the far right lane within the next mile. This particular stretch of interstate brings out the worst in the lane jockeys, no matter the weather, especially if there’s a slow-moving bus or truck.

Bob is momentarily distracted by his phone call and therefore unaware of the car on his right, in his blind spot. The car veers to its left and smashes into Bob’s car at 73 miles per hour.

The road is newly wet, when the asphalt is at its slickest. Bob’s car skids. Badly.

Failing Forward,

Ron Finklestein
330-990-0788
ron@ businessgrowthexperience.com
www.businessgrowthexperience.com – Download the free report
www.businessgrowthexperience.net – Sales Membership Site – try it today!

 

 

Our gift to you – our readers

Our gift to you –

 

As a sales trainer and business coach, one of the biggest problem I  see is lack of follow through-not because they can’t follow through – but because they do not remember to follow through. This is because they do not have a process, system or method that works they can use daily. This lack of follow through is most pronounced in the sales area.   

 

Dr. Tony Alessandra created an 60+ page eBook on how to sell collaboratively. The content of this book is extraordinary. It is a complete, proven process on selling that works. As a thank you for being a reader, I am making this eBook available to you.

 

Please read it, use it and implement what is discussed. It will make sales easy.

 

Just click on this link and you will be taken to the page to download the Collaborative eBook:

http://www.businessgrowthexperience.net/ron/

Enjoy!

Ron Finklestein
ron @businessgrowthexperience.com
www.busineessgrowthexperience.com

How to Get a Meeting

How to get a meeting!

I was at an event where a business broker was discussing how to prepare your business for sale to get the highest dollar when selling. At the event I met several people.

I received an email a few days later from one people who simple said: “I want to meet with you and learn more about your business to see if I can help. Are you available for a meeting?”

Naturally, I said yes and we had a great meeting. Ironically she bought from me.

Contrast that to the emails I receive (sometimes daily) where some internet company (typically web design) sends me an email that talked about how good they are: we are from India, we have these skills (and proceeds to list them), we have all these employees, we worked with all these great companies, and you should hire us.

They don’t tell me why (what’s in it for me), they don’t tell me why I should care and most importantly they don’t tell me why I they are the best (right and safe choice) for me. This is a problem because I have worked with some Internet marketing companies and they don’t response after they take your money. It is frustrating because it is impossible to stop these types of emails other than make them as junk.

If you want a meeting, tell me what’s in it for me. It could be as simple as I want to get to know you better. Someone recently did that and I spent 30 minutes on the phone with him and we agreed to have a follow-up meeting.

When requesting a meeting there are three things to keep in mind:

  1. Tell the person the purpose of the meeting – be clear.
  2. Tell them what you want to cover – have an agenda – they can’t read minds.
  3. Tell them why they should meet with you (answer that lifelong question of what’s in it for me?) Put yourself in my shoes and ask yourself is this a good reason. Be brief.
  4. Suggest a date/time so we can eliminate phone tags – in the event the other person accepts the request.

Have a great meeting.

Good Selling

Ron Finklestein
330-990-0788

Ron @ businessgrowthexperience.com
www.businessgrowthexperience.com

p.s. Download your free report: Six Questions Prospects Want Answered Before They Buy at www.businessgrowthexperience.com

 

 

50% of the People Will Hate You!

50% of the People Will Hate You!

I am reading John Smoltz’s autobiography. If you are not familiar with Smoltz, he played professional baseball for over 20 years. The book focuses on the last year he played.

Smoltz is a very competitive individual. He did not like to lose, He loved playing for Atlanta and he would do what was necessary to help his team win (as long as it was legal, moral and ethical.)

What is compelling about his story is that he was not afraid to fail.

When he failed in a game (gave up 8 runs in 2/3rd of an inning) he would go back to the bullpen and make the necessary adjustment. He would take the changes he tested in the bullpen and implement them in the game. Many players would make the adjustments in the bullpen and never implement them in a game situation. His point is that these changes must be implemented or why do them.

The book is about his ability to fail forward to achieve success.

I see the same thing with my sales coaching. Many people learn the material but they never apply it. They are afraid to fail.

I remember when I wrote my first book. I waited for six months after it was ready before I released it. I was afraid of what others would think. I finally released it. That started a creative streak that lasted five years. I wrote four books in five years: Two of them went international. That would not have happened if I let my fear of failure control my behavior.

As a result of that work, I team up with TruNorth and Dr. Tony Alessandra to create a sales training web site that will be available in late January 2013. That would not have happened if I did not get over my fear of failure. Here is the press release!

Fear of failure is simply a belief. It is a belief that you can release if you choose to. It simply means you acknowledge the fear and do it anyway. As Dan Kennedy once said, “50% of the people will love you, 50% of the people will hate you. Ignore people who hate you and focus on the people who love you.”

To Your Success,

Ron Finklestein

330-990-0788

Go to www.businessgrowthexperience.com and download your free report. “Six Questions Your Prospects Want Answered Before They Buy”

 

Influence vs. Manipulation

I recently wrote an article on the difference between influence vs. manipulation.  I posted it on  http://www.businessgrowthexperience.com 

Here is the link: http://businessgrowthexperience.com/?p=829

At the end of the article is a link to a PDF entitled, How to Build Rapport with Anyone in 90 Seconds or Less. Consider it a gift to you, my readers. You will not have to provide any information. You can just download it.

To your success

Ron Finklestein

ron@akris.net

330-990-0788

Basics of Healthy Sales Relationships

Basics of Healthy Sales Relationships

Nothing can bring more satisfaction to a business owner than knowing they have a healthy relationship with their customer and vendors.

And, of course, as many people find out, nothing can bring so much pain as a broken relationship.

Yes, relationships make the world go ‘round. For better or for worse. There are basics that govern most human relationships, and these basics are what I want to cover below. So here is my list of the three essentials that I believe make up the basics of healthy business relationships.

1.      Honesty. Honesty is the backbone of a great business relationship. If you do not trust your customers how can you expect them to trust you? I recently had an experience where the vendor really messed up and instead of telling me the truth and letting me decide how to respond, he kept the issues from me. Things got progressive worst until we split on less than friendly terms. I would have preferred to salvage the relationship if possible.

Communication is so important because it is the vehicle that allows us to verbalize what is inside us and enables it to connect with another person. Isn’t communication amazing? One person is feeling one thing, and through communication, another person can find that out and feel it, too—amazing. And this is a vital goal in good relationships—to communicate, to tell each other what we are thinking and what we are feeling. It enables us to make a connection. Sometimes we are the one speaking, and other times we are listening. Either way, the central tenet is communication for the sake of building the relationship and making it stronger. And here’s what’s exciting: If we just communicate, we can get by. But if we communicate skillfully, we can work miracles!

It helps if we can communication our message in a way our customers understand. There are six questions our prospects wants answered before they buy from us. Go to the Business Growth Experience web site  and download this report. This report documents the basic communications our prospects and customers want from us.

2.      Integrity. Do what you say you will do, when you say you will do it. Nothing is more frustrating than making a plan based on the action of someone else and then at the last-minute finding out they did not do it. Be respectful of your customers and business partners and expect the same in return. People make decisions on what you say and do; sometimes very important decisions. We need to respect that.

I once had a vendor who never returned calls. I could not make any plans and any decisions that were made always changed because of his lack of follow through. Needless to say that relationship did not last long. If he had only responded and followed through things would have been great.

3.      Common Sense. Every relationship must have a win-win component. If either person in the relationship feels taken advantage of, feelings are hurt and rash decisions are made.  Jim Rohn calls this common purpose. Think about how many friends you have met through the years while working on a common purpose. With common purpose there is something in it for everyone. You had that strong common bond of purpose that brought you together and held you together. Working together, building together, failing and succeeding together—all while pursuing a common purpose—that is what relationships are made of. Find people with whom you have common purposes and sow the seeds of great relationships, and then reap the long-lasting benefits.

To Your Success,

Ron Finklestein
www.businessgrowthexperience.com
330-990-0788

 

Why People do not Trust You!

Why People do not Trust You!

People do not trust you!

Why should they?

There is so much information available and much of it is junk.

How do we get through the unsolicited info?

How to we manage the onslaught of information and determine what is real?

How do we know the info is the most current?

How do we deal with the contradiction?

Unless you can help your prospects and clients answer he above questions they will never trust you.

There are six questions your prospects want answered before they buy from you.

Go here www.businessgrowthexperience.com and download my free report that not only helps you define those six questions, it will help you answer them.

Ron Finklestein

330-990-0788 ron@ businessgrowthexperience.com

Want to learn more call for your free assessment!

Sales Success is an Inside Job

Do you wonder about the how successful sales person becomes successful?

Tim Connor, in his book Soft Selling, discussed how average sales people spent 2% of their time in self-improvement and successful sale reps spent an average of 10% of their time in personal development.

In this post, Selling is an Inside job, the author suggest lack of time spent in personal development is communicated to the prospects in whys we do not really understand but we all have experience.

What message are you sending to you prospect without realizing it and how is impacting your sales?

 

Ron Finklestein
www.businessgrowthexperience.com
330-990-0788
ron@akris.net

It is just feedback

There is a blog post on www.businessgrowthexperience.com that discussed a concept near and dear to my heart called, ” It is just Feedback.”

Most people see feedback as criticism when in reality it is nothing more than feedback. If someone likes something you did, remember, it is just feedback.

If someone does not like something – it is just feedback.

If someone buys from you, it is just feedback. Same when they do not buy.

Here is the article – Enjoy

http://businessgrowthexperience.com/?p=768

Ron Finklestein

 

Customers Lie

Customers Lie!

We, as sales professionals, are constantly told that customers lie. They never address the reason customers lie nor do they tell what you can do about it.

Customers lie because they do not want to hear how stupid they are if they do not understand how your product or service will help them.

Customers lie because they feel you will take advantage of them if you learn some sensitive piece of knowledge.

Customer lie because they fear you will charge a higher price if you knew how painful the situation really is.

Ok, customers lie because they need to protect themselves. They lie because we, as sales professionals, have lied to them. I cannot tell you how much sales training I have received where the instructor would say something like, “tell them what they want to hear, even if it not true, to get the appointment. You can always fix it later.” We wonder why customers feel the need to protect themselves. I refuse to be party to this kind of mind-set.

As a sales professional, we need to change that. We need to act with the best intentions and the highest effort to do what is in the best interest of our customers. We need to understand their problems and help them solve it.

As a sales professional, we have to assume they are lying to protect themselves and it is our job to act with honesty, integrity, and while having the best interest of our customer in mind at all times so they do not have to (or feel the need to) protect themselves. They understand we are on the same team.

As a sales professional, we must understand how to build rapport quickly and effectively because building rapport is the first step in building trust.

As a sales professional, we must always treat the customers the way they want to be treated so they understand why your product or service is the right and safe choice for them.

If our customers are lying to us we need to stop blaming them and implement actions that allow them to trust us.

If our customers are lying to us we must look inside and see what we are doing they makes them want to lie to us. Then we need to fix it.

To learn more check out www.akris.net

Call me if you are not getting the desired results.

 

Ron Finklestein
330-990-0788
ron@businessgrowthexperience.com

www.businessgrowthexperience.com

 

 

Eleven Cardinal Sins of a Sales Representative.

Eleven Cardinal Sins of a Sales Representative.

If you are in sales or wonder why your sales are suffering, ask yourself if you are hurting yourself by:

  1. Being desperate. If you are desperate, do not let the prospect see it. It will chase them away faster that junk yard dog.
  2. Being artificial. People are looking for authenticity in their relationships, especially a sales relationship. People want to know you can be trusted.  You do not want your prospects thinking of you as Jerry Springer.
  3. Being unprepared. There is no excuse for not being prepared. With the internet you can find most everything you need to know before the sales call. You can bet the prospect did his homework on you. You are not John Wayne. Don’t try to wing it.
  4. Not planning your sales call. Walking into meeting without an agenda is inexcusable. I was in a meeting where the sales rep did not have an agenda and he did not confirm what he thought was the agenda, and the prospect was not happy.
  5. Being late. Most prospects take being last as a sign of disrespect: of his time. This is a great way to start off on the wrong foot.
  6. Taking longer than you said. If you asked for 30 minutes don’t take a minute longer. Ask for permission to continue if you must or schedule a second meeting.
  7. Not focusing on solving the problem. Most business owners are busy and they do not care to create a relationship with you unless they have a reason. Talking about your hunting trip may be fun for you but your prospect is not particularly interested. Focus on him and his problem.
  8. Talking too much. If you are talking you cannot be listening to the prospect and his problems. A great sales rep is an excellent listener. They listen with purpose: to understand.   Watch Dr. Phil if you want to see how it is done.
  9. Being a liar. Be honest. If you cannot help them tell them. They will respect that and listen the next time you request a meeting. Jim Carey you’re not (I hope)!
  10. Being a liar again. Don’t lie and tell them your product does something it can’t. It takes a short time to destroy your reputation you took a life time to build.
  11. Not be respectful. Do what you say you will do when you say you will do it. Many times a prospect needs something from you to do his work. Deliver what you said you would when you said you would do it.

 

Need help with growing sales, increasing revenues and shortening the sales process? Give me a call for a free not obligation discussion of your most pressing sales issues.

 

Ron Finklestein
Business Growth Experience
www.aboutbusinesssuccess.com

330-990-0788 / ron@businessgrowthexperience.com

 

I AM NOT DONE!

What is holding you back?

I recently went on a weekend retreat with several members of a group I started many years ago. The agenda was simple. All each participant had to do was answer one question: What holds you back? You could discuss personal, business, relationship issues or anything important to you.

Without a doubt the most common answer was – ME! I hold myself back. As we probed deeper we heard such things as:

“I am afraid of failure/success.”

“I fear rejection.”

“I need to forgive.”

“I know what I need to do but I am not doing it because it is not fun.”

“I need to be liked.”

“I am not a salesman.”

I could go on but you get my drift.

My experience is that business skills are easy to teach but the beliefs we have about ourselves are the deciding factors.

Can you put your biggest fears out for all to see? If you say “no,” you will have serious problems overcoming them. They lose much of their power once they are shared with others.

Each of us had a chance to put our issues on the table for the world to see. It took courage, intestinal fortitude and a willingness to risk it all. What I found was the group was supportive, nonjudgmental, accepting and each and everyone expressed a sincere effort to understand and help me go deeper.

My awaking was that we all suffer from the flaws of being human. Though I was in the room with people I consider to be successful, I realized we are all human, we all have our fears and doubt AND we are all capable of more.

Share your fears and risk being human. You will find another human will respond. It is liberating to feel heard and understood.

I now know what “I am not done” means to me.

Thanks to all who shared a powerful weekend with me. You know who you are.

 

Ron Finklestein
330-990-0788
ron@businessgrowthexperience.com
www.aboutbusinesssuccess.com

More Free Tools to Help You in Your Business

More Tools to Help You in Your Business.

Happy New Year Everyone.

Santa was very good to me this year! My wife gave me a remote starter for my car. It will be great in the cold Northeast Ohio winter.

Another wonderful gift came from Dale Stefancic. Dale has been the voice of Small Business Talk Radio for five years and he asked me to co-host Small Business Talk Radio. Naturally, I agreed. Our goal is to bring you some of the best and brightest minds to help you grow, prosper and get results. We air on WELW from 4:30 to 5:30 EVERY Wednesday.

Go to WELW.com and press the Listen Live Button on the top right of the screen. It works best with Internet Explorer. So you don’t forget, schedule this as a reoccurring task in your calendar. You will be glad you did.

Results from a recent survey indicated some areas you wanted to hear about so we went and found the experts to provide you some great actionable contents.

On 1/4/11 Seth Briskin, Partner with Myers Roman will discuss the problems with misclassifying your employees and he will help you understand if subcontractors or employees make sense for your business.

On 1/11/12 Bob Schepens, President of Champion Staffing, will discuss how to make new employees productive sooner through a process called on-boarding. On-boarding will be discussed in more detail in his upcoming book call The Great Work Place.

On 1/18/12 Gary Cerasi, CPA with Creative Business Strategies Inc. will take about how to make your business IRS Audit Proof with some simple tactics you can implement immediately.

On 1/25/12 David Akers, one of the most productive people I know and President of Collaborent, will share time management techniques he developmed to balance a busy family and work life.

On 2/1/12 Joe Smucny, Managing Partner with Centric, will discuss how he grew to Centric from a startup to a multi-million dollar business in two short years.

This is just the beginning.

We are creating a membership site where you can download each program and listen to at your convenience.

Stay tuned for more details. If there are topics that are of interest to you just drop me a line. Our goal is to provide you with the best radio experience possible.

Finally, a closing thought: “Picture yourself in your mind’s eye as having already achieved this goal. See yourself doing the things you’ll be doing when you’ve reached your goal.” Earl Nightingale

Happy New Year.

Ron Finklestein

www.akris.net

ron@akris.net

330-990-0788

Close more Deals through Matching and Mirroring

Close more Deals through Matching and Mirroring.

There are some people you connect with right away and many times you do not know why. When you connect with someone you are in rapport with them. Did you know you can quickly and easily build rapport with most anyone?

There was an interesting experiment by the Universite de Bretagne-Sud in France that says people buy more from you when you act like them. By matching and mirroring customer behavior, 78.8% of the customers ended up buying the product. Without matching customer behavior, buyers only made a purchase 61.8% of the time. Along with increased likelihood of buying, matched customers were more complimentary of the salesperson and the business.

The study abstract states: “An experiment was carried out in a retail setting where four sales clerks were instructed to mimic, or not, some of the verbal expressions and nonverbal behavior of the customers. On their way out, these customers were asked to evaluate the sales clerks and the store. Results showed that mimicry was associated with a higher sales rate, greater compliance to the sales clerk’s suggestion during the selling process and more positive evaluations of both the sales clerks and the store.”

Another study was performed on Duke University undergrads where participants were told that its purpose concerned the impression formation, process and marketing of unfamiliar products. The study was set up to see if a decision maker would/could be influenced to make a purchase based on a sales person mimicking customer behavior when the decision maker is aware that they are dealing with a salesperson. Turns out the decision maker was over twice as likely to buy when mimicking was employed. Source: http://blog.insideview.com/2011/11/18/how-science-is-changing-sales-as-we-know-it/

If you want to know how to utilize this powerful sales tool, give me a call. It is easy to learn and it works.

Ron Finklestein
330-990-0788
ron@businessgrowthexperience.com
www.businessgrowthexperience.com

 

 

Do you take Ownership for Your Situation?

Do you take Ownership for Your Situation?

In a Business Growth Experience meeting we discussed how to identify high potential individuals. One trait that surface over and over was ownership – specifically taking ownership of a given situation.

It was suggested people who lack ownership used words like: I should, I must, I had no choice, I had to, and other made me do it. The stories they tell are other focused: they did this, you should hear what happened to me, etc. Excuses are a big part of their lives. It is always someone else’s fault.

People who embraced ownership used words like: I choose, it was my responsibility, I decided, and the stories they tell are focused on “I.” They ask questions like “why am I…?”, “in what ways can I…? ,“ why did I fail to communicate effectively with…?”, “how can I do things better?”, and “how can I change this situation?

Which side of the equation do you live on? Do you take ownership for your life, business, results, and relationships?

If you do not own your situation how can you change it? What kind of person do you want to become? What kind of person do you want to hang out with? Remember, there is no partial ownership. It is not like owning a time share. You either own  it or you don’t.

Ron Finklestein

ron@ronfinklestein.com
330-990-0788

www.ronfinklestein.com

To receive these posts directly please go to www.businessgrowthexperience.com and sign up for the free eBook, “Six Questions Your Prospects want Answered before the Buy.” You will then be added to the email list.

To receive great business training at an even better price please check out www.aboutbusinesssuccess.com

 

Trust But Verify

I published a blog post about the Speed of Trust last week and how quickly things get done when you trust someone. I received this email from a friend that suggested trust takes time to develop.

Here is his comment: I would like to suggest that “”Speed of Trust” entry, because your point here is so precious and powerful.  Trust takes time, not to mention “due diligence” of a different sort, no?”

My Response: “…trust does not necessarily take time – in the early stages it takes verification. Think of it as trust but verify. What the article did not say was that Buffet makes the  decisions quickly, he does send in a team to do high level verification. The point is he trusted the reputation, he validated that trust through due diligence. He did not go overboard but he does do his diligence. ”

Trust must start somewhere. If the rapport is there and there is a common understanding between all the parties, start the trusting process – but verify. Contracts are used for this purpose – to implement the verification process. Contracts define what each party will do, what happens if they don’t do what they said, how to dissolve the relationship if things do not work, etc. Once everyone understand roles, responsibilities and expectations, the actual act of trust can be verified.

Some of you are thinking that if you trust someone you do not verify. That may be true if it is a long-standing relationships but early on the in a relationship, trust needs to start with the first step. Take the first step. Verify the correct actions were completed and take the relationship to a new level.

BTW, this post is oriented towards the business relationship. Personal relationship have a different tone and texture. Trust usually does take a bit longer in the personal relationship. With that said, how many women run a background check BEFORE they get involved. They want to verify what they know and think they understand before moving forward. This is just a different type of verifying.

To Your Success,

Ron Finklestein
Business Training

For Business Growth

To Have Ron Speak

 

Ten Time Wasting, Productivity Stealing, Resulting Robbing Excuses that Make Life Hard.

Ten Time Wasting, Productivity Stealing, Resulting Robbing Excuses that Make Life Hard.

As a business coach I work with people who could improve their results and productivity by making simple yet powerful changes in their approach to decision making. If you are not achieving your desired results, here are ten possible reasons why.   As you read, think about what you are doing and why you are doing it. The biggest reason productivity suffers is because of poor decision making. This wastes time and valuable resources. Time is wasted when we confuse activity with accomplishment. Activity is purposeless action. Accomplishment is purposeful action that leads to the results you want.

Getting clear on what is important and focusing on those activities will increase your productivity, save you time, and simplify your life. Take a look at these 10 time wasting, productivity robbing, and frustrating actions people take. How many of these apply to you?

  1. Not staying focused. Stay focused on what is important and ignoring any other opportunity that comes along will increase productivity. Jumping from activity to activity will ruin your productivity!
  2. Stop Multi-Tasking. You cannot focus and do multiple things well. Your productivity suffers. You think you got a lot done but none are done well and you would have completed more had you stayed focused. Studies show that focused activities allows you accomplish more.
  3. If you are a business owner do not discount your product. You are not the Banker. On more than one occasion I wanted to help someone so I gave them some help by discounting my product. The ones that I offered this help to were the ones who valued it the least, who took the most time and accomplished the least.
  4. You do not need to be an expert. People will be confused if you explain every detail. They really want to know why it works not how it works. It helps with your confidence level to know this info but you do not have to tell everyone unless they ask. Do not spend time trying to figure out every nuance of your product. Just go do what you have to do. If someone asks you a question you cannot answer, tell them you will find out and set a date and time when you will get back with them.
  5. Stop waiting for your family’s approval. They want you safe and many time what you want, they see as risky. It is your life. Live it by your rules not theirs! Decide. Take action.
  6. Stop going to networking events. Spend your time where your prospects are, not where it is safe. Most people you meet at networking events want to sell you their product. That is why they are there. I cut way back on my networking because the same people show up. They were becoming more like reunions.
  7. Avoid the tire kicker. They want to tell the world they tried everything when in reality they will suck you dry and never take action. Do not waste your energy on tire kickers. On the flip side, work with people who are where you want to be. Be open and coachable. This will shorten your time to success.
  8. Why do you do what you do? To be truly successful, spend as much time working on you as you do on your business. Results happen when you change what you do. The best way to change what you do is to change how you think. This could be learning new things, taking different actions, and being exposed to people who think differently than you do.
  9. Stop believing the wrong thing. It is not skills that hold us back but our beliefs. Anyone can learn anything, assuming they have the desire and interest. I cannot tell you how many audio programs I listened to and did not implement what I learned. I would then listen to the same program 10 years later and wonder why I did not trust (believe, implement, execute, etc) what I first learned. I think of all the time I wasted.
  10. Do not believe your limitations. Those limitations are things you learned as a child and you do not have to have the same beliefs now. It is not your fault if you are not happy with your life as it exists today but you are responsible and you can change it. As Michelangelo once said, “The greater danger for most of us lies not in setting our aim too high and falling short, but in setting our aim too low and achieving our mark.” Aim High  and take purposeful action

 

Call today for a free consultation. I can be reached at 330-990-0788

Ron Finklestein

Business Coach

ron@businessgrowthexperience.com
http://www.aboutbusinesssuccess.com

Living on The Edge of Chaos…

Living on The Edge of Chaos…

We all live on the edge of chaos every time something changes. It does not matter what the change is or when the change occurred. This change can be personal, national, financial, emotional, or psychological. It can be external or internal. When change happens  we are forced to move to the edge of chaos to deal with it.

This is particularly true if the situation forcing our change is new to us: divorce, bankruptcy, unanticipated wealth, death of a loved one, business failure, rules change, failed relationships, etc.

Living on the edge of chaos is where all great ideas happen and real change (personal, professional, interpersonal) occurs. This is what we need to learn to deal with and manage so it does not destroy us, force us into fear based decisions or make us complacent.

Living on the edge of chaos forces us to think differently to solve a problem. Living on the edge of chaos forces us to make sometimes painful choices, to think differently about a situation, to solicit new inputs, and take new actions to eliminate the pain this change has caused.

Living on the edge of chaos, for this change to be effective, requires we take in data that may not have been important in the past. It requires we take total ownership for the situation, for in total ownership are we empowered to take the action required. If we do not own something we cannot effective change it.

Living on the edge of chaos requires we think about situation from a more global perspective. It requires we see things as they are, not as we want them to be. It requires we understand the impact of our actions on others. It requires we make an informed, responsible and deliberate choice.

If you are living on the edge of chaos and want help, call me. I can help because I have been living on the edge now for quite a while. It is not fun but with the right tools, support, and perspective, great things can happen if you have the disciple to let them.

Creating order out of chaos required creating (or recreating) a sense of order that puts you back in control and allows you be flexible enough to deal with the problems of being human.  It does not require you judge yourself. If does require you evaluate your actions and how you contributed to the chaos. Be gentle with yourself but be fair and objective.

To managing Chaos and Creating Results.

Ron Finklestein

330-990-0788
www.aboutbusinesssuccess.com
ron@akris.net

 

 

Why do We Fail?

Do you fail because you are afraid to ask for help?

Why is that?

Do you fear others will take advantage of you once your weakness is known?

Are you embarrassed about what others will think? After all we live in a culture of rugged individualism. Asking for help is a sign of weakness – or is it?

Do you not know who to call (who you can trust) to help?

Are you concerned about not having the money to pay someone?

Do you lack confidence in your idea?

Are you comfortable? Is being comfortable the biggest problem that exists you you? If there is no pain moving you to change or no pleasure you want to move towards, nothing happens. It is called complacency.

According to SCORE 70% of business failure happens because business people do not recognize, or ignore what they don’t do well and do not seek help from those who can help them?

If any on those excuses (sorry reasons) are applicable to you then I have some bad news. The bad news is that you are human and it is part of the human condition to need help at some point in your life. The good news is that it can be changed.

Contrary to popular opinion it takes courage to ask for help. More importantly it takes intestinal fortitude to look at yourself in the mirror and admit that you cannot know everything.

There are reasons why coaches and teachers and doctors and councilor exist.

When did we lose that childlike innocence we had when we first started school? Life is about learning, life is learning.  When we stop learning we start getting old and the dying process begins.

Go down fighting. Never stop learning.

Let me know if you need some encouragement. I would be happy to help?

To your success,

Ron Finklestein
ron @ businessgrowthexperience.com

Ps. If you want to ANSWER the Six Questions Your Prospects Want Answered Before They Buy From You,” the check out About Business Success and watch the short video.

 

Please Don’t Ring The Bell!

Have you ever felt lost, stuck, confused and closed off?

As a small business coach, I work with many small business owners who are stuck, depressed, closed off and fearful.

When I found myself in that space a few weeks ago, I had no idea what to do. I couldn’t even sleep. Four AM was my regular wake up time and I felt blessed to sleep that long.

I knew I had to call my coaches (advisors).

You see I practice what I preach. I felt weak asking them to help.

I did not want to see them. I did not want to talk to them. I did not want to share with them how it felt to feel like a failure.

But I swallowed my pride and I meet with my advisors. I put my ego in park and went to the meeting. By the way they are what I consider to be my board of advisors.

Was it scary? Yes.

Was it hard? Yes.

Was it difficult? Yes

I could go on but you get the picture.

After a difficult few hours I received this advice from one of my advisors. “You are a coach, coach yourself. Step back, remove the ego, define the problem, and fix it!” Those were hard word to hear.
I went home and felt sorry for myself (for about an hour) and started to do as advised.

I realized my problems were the same problems I help others with daily: focus, discipline, and execution. As I started to define the problem I realized I got away from the basics everyone, without exception, needs to follow.

I knew I needed to create a process I could follow to keep me focused. I spent the next few days creating, testing, implementing, and testing again. I solved this problem by creating what I call the “Promise Setting Process.”

I am so excited by the results, focus, discipline and execution that I am going to roll this out as a product in the near future.

But talking about the product is not the reason for this blog post.

The true reason for this post is the email I received from one of my advisors after our meeting. It touched me deeply, changed my perspective and gave me hope. I want to share it with you because everyone needs someone like this in their corner: someone to ask the hard questions, someone to care about them, someone who believes in their dreams, and someone to hold them to a higher standard. Here is his email.

“Thanks for sharing this morning, old friend. How much of your current questioning of your career direction is related to the feeling of helplessness from your recent encounter? When we feel “out of control” or in the dark without a flashlight, we all attempt to question our worth or direction. Those challenges in life, are more often than not, met with an insecurity as large or larger than the monster in front of us. If we didn’t feel that way, we would not be “human”. Our reaction needs to be part attentive to the issue and part “I am better than this”. Where are you? All of us at the table have stories of coming out of a personal image crisis, and you don’t need to hear those now. How you gird your loins and deal with it all with logic and fortitude will determine who you are in the coming weeks and months. May I suggest both logic (a plan) and an ego. You are a great man, with great ideas. Use them on yourself. “The only easy day was yesterday”, now what are you going to do today? Ring the bell, or put on the 90 pound pack and run the 29 miles in the top 10? I’m betting you can be right there at the finish line.”

For those of you who don’t know, when someone quits (or washes out) in the process of becoming a Navy Seal, he must ring the bell letting everyone know of his choice. Otherwise he is expected to pick up his pack and start running to the finished line.

This email prompted me to fix my own problem and I realized I am not alone with this problem. Half the world feels the same way. If I fixed it for me, then half the world needs to hear about this so they can put themselves back into control. More on this later.

Today, find someone you can call and share your fears, frustrations, pains and choices with. Don’t judge yourself, their responses or the situation you are in. When you do that you start the process of feeling free. Everyone of us needs to feel heard. We need to know someone cares.

Then make a decision, no, a promise, to make something happen. No excuses. Track your progress, measure your results. If you are not getting the results you want, repeat the process. But find someone who can help. DO NOT RING THE BELL.

Thank you to my advisors who listened, shared, and would not let me fail; who held me to a higher standard than I could hold myself. The true meaning of friendship was reinforced and redefined for me as a result of this meeting.

Gratefully,
Ron Finklestein
330-990-0788
ron@ businessgrowthexperience.com

Ps. If you don’t want to ring the bell and want to understand how to “ANSWER the Six Questions Your Prospects Want Answered Before They Buy From You,” the check out About Business Success and watch the short video.

 

Can You beTrusted?

Are you trustworthy?

Building trust is the fundamental building block for everything that we do, the successful relationships that we build.

I recently saw a report (by Watson Wyatt)  that stated:

  • 61% of people do not trust senior leaders.
  • Only 36% believe managers act with honesty and integrity.
  • A whopping 76% observed actions that their firm is involved in illegal or unethical activities.
  • The study goes on to say only 34% of American can be trusted.

Are your trustworthy?

Most people would answer yes. I think people are trustworthy.

But is their consistency between what you say and what you do? If no, that is a problem.

Do you communicate effectively with others? If not, that is your problem.

Do you do what you say you are going to do and then do it? If not you are not giving me a reason to trust you.

I think the world is tired of marketing hype. Be authentic. Let people follow you who share your values. It takes guts to let people know what you are about. Be brave. Be strong. Be yourself.

I want to help you address this issue. In the near future I will be announcing a marketing membership site that will help you communicate your trustworthiness to your prospects and customers. Stay tuned and I will provide more details shortly.

To your success,

Ron Finklestein
330-990-0788

ron@ businessgrowthexperience.com

www.businessgrowthexperience.com

ps. Go to www.businessgrowthexperience.com and download my free eBook entitled “Answering The Six Questions Your Prospects Want Answered Before They Buy From You.”

Are you being disrespectful (and losing business) and you don’t know why

Are you being disrespectful (and losing business) and you don’t know why?

If you wonder why you are losing business, the story below may be useful. I run several groups call the Business Growth Experience (www.businessgrowthexperience.com). During one group I mentioned how frustrated I am with contractor not showing up
on time or not showing up at all and not letting me know. My specific comment was “if I am not yet a customer how will they treat me when I am a customer?”

This lead to a discussion of how disrespectful it is to be late. When you are late you are telling me that I am not important, you do not
respect my time and effectively you do not respect me. Each member of the Business Growth Experience talked about how difficult it is to be on time and one gentleman stated, “when I am late I am not honoring who I am, I am not in sync with my values of honesty, respect and dignity towards myself. With that said, I am almost always late and people think nothing of it.” Maybe they decided not to say anything.

Have we reached a point where we have not respect for our time or the time of others? I realize that people being late, not returning
call (people I know) or responding to emails, are not necessarily the people I want to do business with. I decided I would not do business with any contractor who was late, did not deliver the proposal when they said they would or did not show, even if they had a good reason (without a call).

I do not think I am too different from the average business owner. I do not have time to waste. I want to associate with people who value
my time as much as they value their own time.

How much business is this costing you when you are late? What message are you sending your prospect, associate or friend?
To Your Business Growth,

Ron Finklestein

330-990-0788

ron@ businessgrowthexperience.com

 

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