Making objections go the way of the Dodo bird
When entrepreneurs look to improve their sales skills, most spend a lot of time on overcoming objections. They twist themselves into pretzels trying to memorize different scripts that they can whip out of their back pockets when objections to a sale arises: "I need to...
Is coffee only for closers?
One of the best sales speeches in movie history came from Alec Baldwin's character, Blake, in "Glengarry Glen Ross". Sure, it was a bit harsh to the small group of real estate agents that he delivered it to … Blake demands that one agent put his coffee down (since...
A new way to sell (without feeling icky)
Coaches have to sell to help. The challenge is a lot of them associate the word "sell" with high-pressure, used-car salesman tricks. So they hold back, and don't get many clients as a result. If you don't feel good about selling, it's hard to sell much! Tiji Thomas is...
Simple sells.
I was once out of town with friends at a popular sports bar that's known for having great wings. When we got our menus, there must have been hundreds of choices for wing sauce. The menu was thicker than The Bible! My friends took a long time combing through the pages...
The spin-off benefits of a good mastermind
Here's a quick story that shows the spin-off benefits of a (good) mastermind: My podcast Natural Born Coaches is booked solid, and I had to turn the taps off and decline daily requests coming in from people who would like to be a guest on it. A few weeks ago, a coach...
How having tough conversations can help you
I have David Wood on the podcast today talking about how to use "tough conversations" to make your business (and personal life) easier. In this episode you'll hear: The way that David’s business evolved into the niche of helping high and low performersWhat leaning...
The hermit problem
Skellig Michael (an island off the coast of Ireland) is on my list of places to visit before I kick the bucket. One reason is because we Mawhinneys are Irish. Another is I have a thing for islands - I used to watch LOST religiously every week back in the day (in The...
The cure for “phoning it in”
Tis the season. so my son and I have been watching Christmas movies. Last night we (unfortunately) saw the stinker "Home Alone 4", which makes any of the Sharknado flicks look like The Godfather or Citizen Kane. I'm not suggesting that the first two Home Alones with...
No two people the same
This week I've been busy talking with coaches who are interested in joining my mastermind. One thing that I've noticed from those calls is that none of the coaches are the same. They target different niches, have varying experience levels (some have been at it a few...
This sets the world record for the use of “hot seat” in one email
As I was planning for The Coaching Jungle Mastermind, I had to decide what the calls would look like. I was especially concerned with how to handle the "hot seat" - the time where members' businesses are focused on and discussed during the meetings. There are lots of...