Elaine Fogel


Guest Post by Jeffrey Gitomer

woman shaking handsHow important is face-to-face networking to sales, relationships, career, and success?

I asked my commercial insurance agent, John Cantrell, to give me a synopsis of his networking strategies. John has been a friend, client, and vendor for the past 22 years. Here are two important facts about John:

  1. His insurance business has exploded with growth over the past 22 years.
  2. He is a MAJOR business networker in Charlotte.

I wonder if these two facts are connected? (Hint: THEY ARE!)

I asked John to tell me what networking has meant to him and his business over the last 20 years. His immediate answer was, “It has been the foundation of my most valuable clients, friends, suppliers, and relationships!”

Here’s the background of how to succeed as a local business networker from arguably the toughest sales category on the planet: insurance.

Here is John’s story and tips in his own words: Continue reading

Business man hushingJeffrey Gitomer posted several phrases he believes we should never use during the sales process. However, they can apply to any type of business interaction.

These phrases are so common, we don’t even give them a second thought. But, upon closer inspection, Gitomer has a good point.

Check out his advice:  Continue reading

chip-on-shoulderWhen you cold-call prospects, how do you respond when they ask if you’re selling something? It’s a very common question busy people will ask when they don’t know you.

IF you keep a positive attitude, no matter what, you have a slight chance to move prospects to the next step. But, if you don’t, the odds are high that you’ve blown their first brand experience with your organization.

This happened to me yesterday and it took me aback.  Continue reading

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