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Price is tricky. Price could be what s/he wants if everything else is the same. Price could be what someone tells you when they want to get rid of you. Price could be for a resell and the final seller only knows how to sell low price. Price could be what a subordinate thinks the boss wants, as in, “Get us the best deal.” Price could be in this range, or within my budget, or what I can afford. Price could be, “We’re big and we know we can squeeze you.” So here are some tips to handle price.

Employee engagement is no longer the sole province of theoretical academia or business consultants with a penchant for the new and untested. Business has seen engagement become a key strategic consideration for many companies from the small and innovative technology start-up to the world of Fortune 500 giants. And yet the topic remains elusive, even murky. The chemistry of individual engagement is complex and many organisations are perplexed and/or thwarted by stubbornly stagnant engagement levels despite regular cycles of measurement and planning.

Today's sale, this month's target, your yearly quota -- this is the game of your life. Why, because you're only as good as your last accomplishment. If you win, you're praised and rewarded. If you lose, you pay a toll no matter how bulletproof the excuse. More importantly, it carries you to your next phase -- your new status, your new income, your new office, your new job. So what are you doing to prepare for the game of your life? Sales managers, what are you doing to prepare your team? They are your only game in town right now?

Networking! We’ve all heard of it, some of us have done it, some of us are thinking about doing it, but most of us just dismiss it. These are all comments people make when talking about networking. What many people don't realise is that as a business owner, you are always networking. For a moment, let’s replace networking with ‘influencing’. Think about all the times, situations and people that you influence during your business day. Then think about how influencing people will advance your business.

A CEO is working with a lot of papers on his desk. Unde eath the papers there’s a sharp letter opener. As he slides the papers over to do another task, he hears the scrape of the letter opener on his beautiful wood desk. He looks and is distressed because it has left an ugly mark. He calls his admin and she’s also distressed. The VP of Sales is next door and he calls her over to look. She’s no help. Then the admin says, let’s call maintenance. George the maintenance guy comes up. He gets some Old English Polish, applies it, and the scratch disappears.

Your presentation requires two key components to win. The first is to show your prospect you can give him or her what s/he wants. The second is to describe how you can do it better than any alte ative. Better in an area of importance to someone is worth more money. Keep in mind, doing nothing is an alte ative and many times, your biggest competitor. Showing you’re the best of the choices available is called differentiation. You separate yourself, your company and/or your solution from the others.

Whatever type of business you are into, chances are you spend plenty of your time setting appointments. As a sales professional, there are still a lot of things you can do to enhance your knowledge and skills to get more appointments set. Generating new businesses through appointment setting are the lifeblood of your business and you need to have the right tools to get more than enough of them. Here are six handy tips that can help improve your appointment setting skills.

Verbal communication is used in countless ways whether for a meeting, or talking to someone 1-on-1, having the correct verbal skills are a valuable source.

Put People at Ease and You’ll Get More of What You Want To make interactions click immediately you’ll have to make CEO’s, C-level executives and people in general feel comfortable. If they’re comfortable, they will talk openly with you and give all you’ll need to succeed with them. The fastest and easiest way to do this is to match your style to theirs. All people feel most comfortable when your style is similar to theirs.

Confidence is what C-level decision-makers want to see in their selling partners. Yet, it's uncomfortable selling to influential leaders. Big ego's come with big titles and these people can be intimidating. Therefore a salesperson’s biggest asset is confidence.

Networking can connect you with the person you want to be with better than any other method. So use your resources. You know people that know people who can get you to whom you want to be with. However you have to stop and think about this for a minute because you’re not used to using these contacts for this task. Once you start to think about who you know, you’ll be amazed at how many resources you have.

Credibility is the essence for getting to people; for having people believe you and; for drawing people into buying your products, your services, your ideas, your concepts, and you. So how does one get credibility? Well you’ve been developing it all your life. You’ve just never taken the time to think about how you’ve done it. You meet someone and you do your thing. Well here’s what to focus on while you’re doing your thing – respect, trust, and results.

Know-how is no use at all when your heart chooses a different direction to your head. It has nothing to do with falling in love and everything to do with unconscious programming and neural chemical response. Stop reading now if you are one of the mythical people who have never found self-discipline difficult. Raising your standards is easy to contemplate but, more often than not, plans seem to get stuck at the birthing stage. Can people upgrade themselves? I don't mean just their performance, although that will follow increased discipline and expanded abilities.

There is an epidemic of self confidence deficiency. This is caused by change. Apparently more change has taken place in the last 40 years than in the whole history of mankind and every one of us is tasked with doing things differently. It is said that if we never experience a lack of confidence it is because we are actually never doing anything new.

If you are looking to hire entertainment for a corporate event that is just around the corner, know that there are a plethora of exciting options to choose from! It can be difficult to make the best choice that will turn the event into a pleasurable experience for the invited guests. Furthermore, in a business setting you must take extra care to ensure your entertainment suits the intention of the event. Contrary to what many business people think, corporate events are not sc

It’s so much easier to get more business from existing customers when you’re the preferred vendor, and this is very easy to do. Being preferred provides an unfair advantage over any competition. You’ll get jobs without bidding and at your price. Even governments or institutions have work that sneaks-in under the radar that will be yours. For those projects that have to be bid, you’ll know when they are coming down the pike. You’ll learn what price will win, and you’ll be able to help write the specs that center around your strengths.

Prospects lose interest in your pitch for many reasons. So before they do, use it to meet more and higher level people to generate shared interest. Prepare Yourself 1. Your attitude has to always be, “Get to the leaders.” A prospect’s interest doesn’t mean much if you haven’t talked to the leader. Subordinates can be helpful, but don’t expect them to sell your offering to their bosses. It requires effort and risk for a questionable reward for them.

Practice is not something one does when their good. Practice is what makes one good. 1. Why is it important, for you or your sales people to get to the leaders? List at least 5 reasons why you’d like to get to top level executives in your customers’ and prospects’ organizations. If you realize the advantages, you’ll start focusing on getting to CEOs, profit center leader, or top officials and their immediate staffs.

Intimidation is why most people avoid pursuing others they want to meet. In the quest for sales this would mea C-levels and top decision makers. Sure there are those that storm the C-Suite only to be thrown back like undersized fish. These rouges are not intimidated, but they’re not too smart either. Senior executives are a well protected and scary bunch. To win them over, one must have a confident resolve and a strategy to sail into their waters. Intimidation is an anchor.

Creating a winning lead generation strategy is a key step to achieving your growth goals. As we know, attracting new customers to your business is a pretty daunting task. Doing it sans a well-documented, solid strategy will make the task even a lot more harder. Knowing your goals and objectives is not enough. You need to have a plan, write down what you want to achieve and how to achieve them. To help you with that, below are five crucial points to keep in mind. 1. Your target market

Most people conjure up socializing when they here the term relationship selling. In business relationships are all about helping each other survive and prosper in their jobs. Socializing should be a byproduct of good relationship selling.

Filling the pipeline with qualified leads is crucial to the growth of your business. As a savvy business owner, you have to put a lead generation system in place that works for you, using powerful strategies to attract more prospects and maximizing the potential of your target market. Here are three excellent tips to keep in mind to improve the results of your lead generation campaign and bring in more customers: Conduct a ‘motivation’ meeting

“I’ve got a great product, and I know this prospect can use it, but I can’t get this person interested.” Sound familiar. Well the problem to this dilemma is not the competition or your price. It's the word “I”. Look how many times “I” is used. Try restating in terms of the prospect. It may look something like, “You’ve got a problem you need to solve as it relates to …. You’re probably looking for solutions and you’re trying to find someone to help you. I’m curious what you see as your problem and what your concept of a solution for it is?”

When you sell into an established market, if you're going to grow your share, you'll have to take business away from your competitor. Dislodging an entrenched vendor isn't easy, but it is possible and I'm going to show you how! Try these tactics next time you hear, "We're happy with our current vendor, thank you." 1. Don't Slash Price

As a manager, you know your salespeople will always have trouble getting to C-levels and other influential executives. So you've got to help them with ideas, your example and a push. The first rule of gatekeepers is “Always assume your reps will be blocked,” and with this in mind have discussions with each before upcoming sales calls and pursuits. It should go something like this. "Who’s your prospect? "Who will you be meeting or calling on today? " "What will you be prepared to say when this person resists introducing you to others?

Never believe purchasing, delegated subordinates, or committees make final decisions. All they do is recommend their decision to their bosses. I frequently hear there’s a committee or some manager or functional person has been assigned the responsibility for the selection. The sad news is that sales people believe this nonsense and then feel it is now unnecessary to get to the top people. All committees or delegates do is gather information (leg-work) and past their thoughts upward for the final decision.

The quality of your customer service is a crucial key to make your company stands out from the crowd. Call centers that focus primarily on resolving customer issues are often placed at the last line of defense of keeping the customers, ensuring a high level of contact center performance and customer satisfaction.

What goes through you when your boss or your inner-self says you’ve got to get to the top decision maker for this deal, contract, renewal or sale? It’s probably not great. However, the executive suite is where you have to be to increase you chances of success. Most sales people quickly boast ...What goes through you when your boss or your inner-self says you’ve got to get to the top decision maker for this deal, contract, renewal or sale? It’s probably not great. However, the executive suite is where you have to be to increase you chances of success.

It is 4 times easier to get business from an existing account where you’ve maintained high level relationships, rather than getting business from a new account. It’s 2 times easier to get business from an account that you’ve lost, for whatever reason than a new one. Why, because you have relationships – good ones and weaker ones.

Listening is the key to establishing relationships and selling. If you learn what your prospects want, and/or forgot to mention, and/or don’t know about, and what they mean by the words they used to describe what they want, you’ll have a complete description of what it will take to win these people over. It works for both business and personal relationships.

What is an account plan and why is it necessary? An account plan is a compilation of relationship plans for the key executives of that account. See, an account is a group of individual senior executives and influential people that work for that company or institution. Simplistically an account is the people. This means the account plan is made up of relationship plans for the profit-center leader and his or her staff of how you and each of them will continues working together for the benefit of each other.

Subordinates, administrators, purchasing, etc. keep you away from their bosses and the real decision makers because they fear losing something – power, ego, job, recognition, authority, etc. However, don’t assume to know what it is because you could be wrong. Get them to tell you why they don’t want you to go past them.

CEOs and upper level people don’t refuse to meet with people because of their level or position. They reject them because there is no credibility. Titles indicate credibility, and that’s why it may seem easier for a senior executive to get a meeting with another senior manager. However, title credibility only lasts until the titled person opens his or her mouth. Transferred Credibility

With today’s business scene rife with new competition, it has become more challenging to generate new sales leads for your business. A well-conceived, strategic plan is necessary to push the sales needle forward and help you create a steady flow of prospects coming your way. Below are six of the highly effective lead generation strategies that you can use to bring in new customers and accelerate your growth rate. 1. Become an authority

Think of the companies that have bought from you. There are powerful people in those companies beyond your primary contacts, who have benefited from what they bought from you. These are people you can ask for referrals and critical information on upcoming projects or cross-sells. There are also people in associations, consultants, and within your own organization that have benefited from working with you. These are people you can use to make introductions for you to hard-to-see executives.

Get support if you want to sell faster and easier. Selling is a team sport. Use the people with whom you have a professional relationship to get to know others. Build relationships with them and keep moving up and out.

The best way to capture the attention of a C-Level executive is to interview him. Senior exec’s loved to be interviewed. Additionally interviewing serves many other purposes. 1. It puts the focus on the executive and high level people like to be the focus of attention. 2. They get to do all the talking and executives like to do all the talking. 3. Answering your questions will let you know the executive’s thoughts feelings and desires, and this is what you’ll build your presentation around.r

Your presentation makes your proposal come to life. It must instill a feeling of confidence about your company as it relates to the project you’re bidding. It also must be memorable. The last presenter has an advantage, but many times whoappears last is out of your control. So what you say and ...Your presentation makes your proposal come to life. It must instill a feeling of confidence about your company as it relates to the project you’re bidding. It also must be memorable. The last presenter has an advantage, but many times whoappears last is out of your control.

Self sabotage stems from unconscious interference. We desire a certain outcome yet sometimes, a part of us refuses to cooperate. Yet if we could train our unconscious mind to work in harmony with our purpose, almost anything ought to be possible. How can we train our unconscious mind to support our will? Unconscious impulses draw on emotional memories, deep seated motivators, beliefs, and experiences. Perhaps even genetic memory has a bearing. Our unconscious minds behave like a powerful wild horse with our thinking mind as its rider.

One of the top reasons business owners don’t get desired results from outsourcers is because they aren't clear with what exactly they want, right from the start. Having said that, there are critical questions to ask yourself before making a decision to team up with a telemarketing company for your marketing campaign. Below are the five crucial questions to ask that can help guarantee desired outcomes when choosing a telemarketing service: 1. Do they offer a short-term or long-term contract?

Staying competitive and productive is vital to your business growth. That is why reevaluating the lead generation program of your business from time to time is very important. Is it working effectively? Are your telemarketing strategies still driving desired results? These are just some of the questions you should ask yourself to determine whether or not your business is still receiving a steady supply of quality sales leads. That said, before things get out of hand, you have make sure to look out for these five crucial signs that may put your lead generation efforts down the drain.

You hear the decision has been delegate and you believe it is no longer necessary to get to higher levels of influence. It’s common for senior managers to delegate or set-up committees to determine project scope and select vendors. However, senior managers never delegate or give-away final approval. The term delegate basically means, “You do the legwork and report your finding back to me.”

Win-Over C-Level Decision Makers with Effective Communicationsr Learn to Find and Push the Execs’ Hot Buttons/ Engaging Executive Conversations

I had a recent situation where I wasn’t able to meet a commitment to my customers. It wasn’t my fault—a delayed plane flight because of weather meant I missed a telephone-based training event that I was paid to deliver. Yet it was my responsibility because I agreed to deliver the class and knew that I would be coming off of a flight 90 minutes before, not leaving a lot of margin for error. But arrogant confidence got the better of me and I didn’t make alte ate arrangements. And my customers paid the price of my choices because I didn’t deliver.

Credibility is the key ingredient to gain someone’s support and to get you what you want from that person. If you’ve got it with someone, you’ll have easy access to that person and s/he will readily share information with you. If you don’t, you’ll get excuses, put-offs and go nowhere slowly.

How many times have you heard the executive who’ll make the final decision is too busy to meet with you? C-Levels and top executives have so many things to do. Well, something is wrong here because at some time the C-Level will have to take the time to learn before s/he makes the final decision. It’s not to say that C-levels and other executives aren’t busy. However, if this sale is a go project, it will affect this C-level and his status with the company. Therefore, he will want to know what’s going on to be sure his expectations are going to be fulfilled.

Statistics show that more than 75% of sales calls end without the sales person asking for commitment. Believe it or not most customers buy rather than sales people asking for the order. The purchasing discussion usually goes something like this, "Send me a proposal." Then there's some follow-up and the customer agrees or not. The sales person never really knows why. Another common occurrence, "What’s the price?" Then there's some discussion and or negotiation, and finally the customer says, "Okay, I'll buy it," in so many words.

Although it is extremely important to know what to do when teaching people, it must be just as important to know what not to do. Most training concentrates on the attributes of a skill, for example, how to be a leader? So whilst it is important to know what to do, it is just as important to know what NOT to do. I have selected the 12 major causes of failure in leadership and management from my work with numerous corporations throughout the world. 1. lack of clear goals and plans 2. Inability to organise details 3.

We all want to do better. Better at work, better in life, better at everything. But how do we achieve this and do we really know what better is? Performance at work has always been a hot topic. At worst, performance (or the lack of it) can put a company under, at best it can make it positively flourish. It's the reason we have performance reviews, targets and KPIs – so that our boss and the management of the company can tell how we, and they, are doing by performance results.

Shedding off unwanted body fat can be tough. Some people turn to cosmetic surgical procedure to get rid of stubborn flabs on their body. Others are resorting to different kinds of fad diets. But there's now a good alte ative solution that is fast, non-invasive and seemed to be more effective. This non-invasive procedure is called cryolipolysis, also known as coolsculpting. If you want to lose those unpleasant bulges of fat, cryolipolysis might be a good option to consider. Read on below what you need to know about it. What is coolsculpting?

There are hundreds!… But here are 5 to start you off… 1.THE UNPREPARED TRAINER Have you ever been on a course where the person running it clearly hasn’t done any preparation?

The key to any good proposal or presentation is the pre-work. Any company can close 33% of what’s in their pipeline. Better companies closing ratios are greater than 60%. That’s 60% of what they forecast or what’s in their pipeline. If you’re not winning at this ratio, then either you are ...The key to any good proposal or presentation is the pre-work. Any company can close 33% of what’s in their pipeline. Better companies closing ratios are greater than 60%. That’s 60% of what they forecast or what’s in their pipeline.

"Start with the end in mind," as Steven Covey of 7 Habits of Highly Effective People says. So let's start with booking the order and work towards where the selling process starts. 1. How Do You Get the Order? Get all the powerful people - especially the most powerful person - to commit to your offering. This is the person with the ability to say yes and it happens. Don't be fooled by those who can say no. Anyone can get you eliminated.

Now we all know there are only three ways to grow a business. There are many ways of making profits, but, I am going to be concentrating on growing a business. So, let me remind you of the three ways. 1. Increase the number of customers that one has. The law of attrition says that you will lose a percentage of customers each year, despite how superb or brilliant your service and its product line may be, sadly people die, they move away or they change their buying habits, so one must always be striving for new customers. 2.

The marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient. In the 21st century, selling and business development ...The marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient.

Competitors are constantly approaching your top customers and their C-level executive staffs with offers of better, easier, and cheaper. If you’re nothing special to the high ranking staff you’re vulnerable to replacement. If any of the staff had missed expectations, you’ll be talked about negatively and again vulnerable. If you haven’t stayed in touch reinforcing your ability to assist with opportunities or mitigate threats in their business or job functions, you’re not top of mind when competition promotes how they can be of better service.

Developing strong listening skills is a key element in building collaborative, professional and long-lasting personal relationships. Listening is an integral part of the whole communication cycle. As you move through the levels of listening, you’ll generate different responses from the speaker. To get a feel for what this might mean, imagine yourself as the speaker - how do you feel and respond when someone doesn’t pay attention to you as you speak to them? And how is tha

The sales manager is the sales rep’s direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won’t do his job properly, then the company has a problem. One of the most important factors that could influence a sales rep’s growth in his career is the sales manager’s ability to do his job well. A top sales manager does this job by providing specific behavioral feedback. It is by no means an ea

Most sales people make two key mistakes when building a large account plans or as I like to call them relationship plans. First they build the plan by themselves or with the help of their teammates instead of with the inputs from the C-levels and influential people of the large account. Second, they don’t hold themselves and the large account’s people accountable for the actionable ideas generated.

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Approaching a senior level executive, doctor or high government official is very nerve racking and usually holds sales people back from approaching the ultimate decision makers. That’s because we’re anticipating an unpleasant outcome or projecting a negative experience. The antidote is positive projection and preparation. Say to yourself that you are capable enough and smart enough to go face to face with this corporate exec, high government official, doctor, etc. Preparing for this meeting will help you feel more comfortable and confident. Preparing Yourself

Here is a true story to go along with Wednesday’s Blog on Eliminating Low Price Bidding. Recently a semi conductor client of mine wanted to move one customer’s (A) production from one facility to another in order to make room for another customer’s (B) production. It was a special fab with ...Here is a true story to go along with Wednesday’s Blog on Eliminating Low Price Bidding.

It’s easy to differentiate if you use numbers names and details because all of yours differ from all of your competitors’. In the greater scheme of things, your products or services are similar to competitors’. But, in the finite scheme of things every competitor is different – different people, different number of installations, different sizes and shapes, different services, different locations, different customers, etc.

Prospecting rejection hurts. Some targets are gentler with their rejection than others, but the message is the same – “NO”. Once rejected, you'll be annoying if you keep pushing which could burn a future opportunity. Oh, there are those that attest to their tenacity in ...Prospecting rejection hurts. Some targets are gentler with their rejection than others, but the message is the same – “NO”. Once rejected, you'll be annoying if you keep pushing which could burn a future opportunity.

Good training works immediately is the claim made by us and most successful training providers. Unfortunately, there is still far too much training that does not achieve immediate results delivered by trainers reading from off the shelf generic courses. Most courses conclude with the delegates asked to evaluate the training (the happy form) at the end of the session. Research has shown that most evaluation forms (the happy…) are rated fairly highly.

Customers select one company from the others based on getting something that’s important “better” from the one. “Better” simply boils down to three (3) factors – more benefits, less risks, and least effort. Many believe selection is based on price. I say not true. A “better” deal – yes. ...Customers select one company from the others based on getting something that’s important “better” from the one. “Better” simply boils down to three (3) factors – more benefits, less risks, and least effort. Many believe selection is based on price. I say not true. A “better” deal – yes.

Designing and developing a results-driven website is important to your business. You need to have the right elements that are designed to capture to your targeted audience and entice them to keep coming back for more. Having that said, you need to build a business website that isn’t just informative, but pleasing also to the eye and easy to navigate for web visitors. Below are five of the most important elements your site should have. 1. A clean, well-organized visual design

Networking produces leads, contacts, and C-Level relationships better than anything. So use your resources. You know people that know people who can get you to where you want to be. However you have to stop and think about this for a minute because you’re not used to using these contacts. Once you start to think about who you know, you’ll be amazed at how many resources you have.

Your final test to win contracts is your presentation. How professional you look based on what needs to be heard will determine your success or failure. Remember these voters want what they want - not what you think they should want. They also want no risk and maximum gain. Therefore you’ve ...Your final test to win contracts is your presentation. How professional you look based on what needs to be heard will determine your success or failure. Remember these voters want what they want - not what you think they should want. They also want no risk and maximum gain.

Opportunities are on their way. Will you recognize them? Will you be ready for them or will you jump on them as the parade passes by? The world is changing, and that’s scary. But like all change, it brings opportunities, making right now an exciting time to get in on the ground floor of ...Opportunities are on their way. Will you recognize them? Will you be ready for them or will you jump on them as the parade passes by?

There are two key tasks often overlooked, forgotten or not practiced when it comes to generating more sales. The first is getting to profit center leaders and other key executives after sales are made. Most high level people don’t pay attention to how well you or your sales people ...There are two key tasks often overlooked, forgotten or not practiced when it comes to generating more sales.r

There’s a common misconception that sales managers must be good talkers. Its true that any leadership position requires superb communication skills in which you can clearly articulate your thoughts through the words you use and the way you communicate. But if you are always talking and never listening, then youre going to have a real hard time leading your sales team…because you’ll never know what really matters to them. Being a great sales manager is more than just kno

I can't help but compare Tiger Woods and Phil Mickelson to selling. Tiger Woods came in second place at the Tour Championship, yet walked away with $10 million as the FedEx Cup champion and $800,000 for his second-place finish. Phil Mickelson walked away with $3 million for the FedEx Cup and $1.35 million for winning the tou ament. The comment by Phil was "Let me get this straight. I shoot a 65 and win $1.3 million and Tiger shoots a 70 and wins $10 million?" That's right. Tiger was consistent over time. Phil had a great day.

“When the student is ready the teacher will appear.” The other day, a board member was lamenting on the poor performance of his company. So I said, "You should hire me to help your company get more sales." To which he replied, "Not right now, Sam. The timing's not right." So I said, "Timing?? Let me ask you, if you could get more sales, would that help your company's performance?" He of course said, "Yes."

Over the course of a year I talk with thousands of complaining sales people. Some complain about getting to the right people. Others complain about making pitches that stick; others about competition; some about the support they get from their company, etc. etc.

Many managers still mandate cold calling and for lack of a better idea many sales people still do it. However, you’ll be far more successful generating quality leads by networking. Why, because networking eliminates resistance to getting a meeting and eliminates resistance to your message. ...Many managers still mandate cold calling and for lack of a better idea many sales people still do it. However, you’ll be far more successful generating quality leads by networking. Why, because networking eliminates resistance to getting a meeting and eliminates resistance to your message.

Probably the most important skill anybody needs today in private enterprise is the one rarely taught in our education system - how to communicate? This is the skill that gets people their first job, helps them get promoted, creates respect and trust from meetings, develops confidence in others, and help them become leaders. More change has taken place in the past 30 years than in the whole history of mankind. This change has included ever-increasing technological advances to enable us to communicate faster, more efficiently and more effectively.

If you want to get to people, no matter who they are, network to them. You know people. You also know people who know people who can get you through many doors. These are your resources. However, you have to stop and think, and search your mind to realize who and how many people you really know. If you don’t, you’ll say you don’t know anyone. Once you realize all the people you know, then, you’ll have to determine who the right contacts are to connect you with the decision makers you want to meet. Finally you’ve got to know what to say in order to get the right introductions.

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Goal setting is an immensely powerful process, but for your business and personal life. The purpose of setting goals helps you choose where you want to go in life to achieving something. Whether it be a mountain to climb or a small foot hill. By knowing exactly what you want to acheive, you know where you have to focus your efforts.