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David Blaise

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Earn What You’re Worth: Find and Eliminate the Bottlenecks

Earn What You’re Worth: Find and Eliminate the Bottlenecks

To earn what you’re worth, you need to find and eliminate the bottlenecks. Consider this: When you’re outproducing what you are earning, that creates friction. It creates a bit of tension. And in most well-run organizations, the organization says, “this person needs to be compensated more.” And if that’s not happening in the organization you’re […] The post Earn What You’re Worth: Find and Eliminate the Bottlenecks first appeared on Top Secrets.

Earn What You’re Worth: Find and Eliminate the Bottlenecks

Earn What You’re Worth: Find and Eliminate the Bottlenecks

To earn what you’re worth, you need to find and eliminate the bottlenecks. Consider this: When you’re outproducing what you are earning, that creates friction. It creates a bit of tension. And in most well-run organizations, the organization says, “this person needs to be compensated more.” And if that’s not happening in the organization you’re […] The post Earn What You’re Worth: Find and Eliminate the Bottlenecks first appeared on Top Secrets.

Don’t Let Inferior Competitors Win

Don’t Let Inferior Competitors Win

Very often, inferior competitors play the price card: Jay: I get that question. “Well, I talk to your competitor and they’re less expensive than you are.” Well, now I have to find a way to let them know, yeah, we are more expensive, but there’s a reason. And it’s because we’re very good at what […] The post Don’t Let Inferior Competitors Win first appeared on Top Secrets.

Is Call Reluctance Real?

Is Call Reluctance Real?

When we’re doing business-to-business or business-to-consumer outbound calls, those fears can be founded. Call reluctance can seem very real. They might very well say no. They might be rude, obnoxious, belligerent. They might say all kinds of things that you don’t want to hear. So that’s all true. That could happen. One of the things […] The post Is Call Reluctance Real? first appeared on Top Secrets.

How to Avoid Feeling Overwhelmed II

How to Avoid Feeling Overwhelmed II

If you want to avoid feeling overwhelmed, it’s often just a good idea to take a moment and consider: What exactly is it that I’m struggling with at the moment? What are the specific things that make me feel overwhelmed? Then, what’s the one thing I really need to be doing right now and what’s […] The post How to Avoid Feeling Overwhelmed II first appeared on Top Secrets.

How to Avoid Feeling Overwhelmed

How to Avoid Feeling Overwhelmed

To avoid feeling overwhelmed, consider which version of you is showing up. Some days we start out and the you that shows up is the focused, motivated, energized, action-taking you. And some days the you that shows up is the unfocused, unmotivated, lethargic, non-action-taking you. And when we recognize this in advance, we can do […] The post How to Avoid Feeling Overwhelmed first appeared on Top Secrets.

How to Handle Indecisive Prospects

How to Handle Indecisive Prospects

When we think about how to handle indecisive prospects, we each have to recognize our own tolerance for pain. How long am I willing to chase? How long am I willing to wait? How much am I willing to sacrifice in terms of my own time and my own self-esteem? Right? And it’s different at […] The post How to Handle Indecisive Prospects first appeared on Top Secrets.

When Prospects Don’t Respond

When Prospects Don’t Respond

When prospects don’t respond, think in terms of what gets your attention, what gets you to respond? What makes you want to respond when someone else is reaching out to you? That can also be a great indicator of what you may want to be saying to the other person to try to get a […] The post When Prospects Don’t Respond first appeared on Top Secrets.

Are You Making Excuses Instead of Sales?

Are You Making Excuses Instead of Sales?

I’ve seen situations like that where people are making excuses instead of sales. Somebody had planned to sell something and was talking about it for a long time, and all the dominoes had to be lined up just right before they’d flick it, you know, flick one of them and get it going. And ultimately […] The post Are You Making Excuses Instead of Sales? first appeared on Top Secrets.

Grow Your Client Base Proactively Because Referrals are Not Enough

Grow Your Client Base Proactively Because Referrals are Not Enough

To grow your client base proactively, you have to do more than just post stuff. It’s about initiating conversations. And if you think of your social media content as your first contact, and you recognize that the goal of the first contact is to initiate a second contact (which means to get a response,) then […] The post Grow Your Client Base Proactively Because Referrals are Not Enough first appeared on Top Secrets.

How to Master Counter-Seasonal Selling

How to Master Counter-Seasonal Selling

If you think in terms of seasonality and counter-seasonal selling, does your business have a normal seasonality? Something that you know and can plan for? It’s important to look at that. Look at your history. See if there are peaks and cycles that you might not even be aware of. If it’s random, if it […] The post How to Master Counter-Seasonal Selling first appeared on Top Secrets.