Salesperson FOBTP

On February 13thI’ll be hosting a new webinar Sales Tips and Tweaks to Fill Your Pipeline and Wallet. (Sign-up here.) One of the things I’ll be addressing is salesperson FOBTP. The Fear of Being Too Pushy. FOBTP is a very costly issue. Most salespeople who have FOBTP...

Dating and the Client Experience

Believe it or not, there are several similarities between dating and delivering a memorable and effective client experience. Here are few suggestions to make both go well. 1. Make a great first impression. This is always important, on a first date or the first time...

What NOT to Do This Year

The actions we take have an impact on our success.  But sometimes, it’s what we don’tdo that makes an even bigger difference. I don’t know what your specific “Don’t” list should be, but I do know there are a few things that apply to most people in our industry. *...

Where Will Your Actions Take You in 2019?

In my late twenties I went through a pretty rough stretch. I was selling my business for a loss, my girlfriend was in love with another guy, and I felt about as low as you can get. One day when having coffee with some friends I started in on the “poor me”...

Having a Success Mindset

Before joining Silva Law/QuickSilva as CEO I consulted with companies, executives, and owners from around the world. One owner I loved working with ran a number of successful companies. He seemed to always be one step ahead of his competition, and his companies did...

Identify Your Potential Wins and Losses

One way to develop your personal sales edge is to assess the potential win and loss in any plan/action you’re thinking of taking. Some might call this risk and reward, but most salespeople actually face very little risk in most actions they take. If there is little to...