Podcast Transcripts & Articles

If you could only see what I see!

How is it that two people can look the same thing, and see totally different things? Each of our perspectives come from our collective experiences. People born in different cities, or into different cultures, will often view the same things very differently. Each of us has the Curse of Knowledge, and it’s the same knowledge that can hinder us in the sales process.

Listen to this new, 7-minute episode to get some perspective and clarity on how your customers are seeing you! Read More

Anna Winikka – Pay over time for weddings??

I saw an article recently on The Knot that was talking about how couples are now asking for a pay-over-time feature for their weddings, similar to how they can get that for so many purchases these days. So, I started thinking about who I knew that had expertise in this area, and my friend from my days at The Knot, Anna Winikka immediately came to mind. Her company, Maroo, offers this (and other payment services for wedding & event pros), and on this episode she explains what Pay Over Time is, how it works, and it’ll give you some ideas on how you might make more sales having this in your toolbox. And… listen to the end for a very, very special offer Anna made for my listeners – it’s like free money!  Read More

Are you designing for yourself or your customers?

When you’re designing your website or a marketing piece, are you designing things that you would personally like? Or, are you designing things that your target audience would like. Unless you are the same demographic as your target customer, you may be heading in the wrong direction. And, asking your friends and industry peers may just be looking for “confirmation bias” – learning that what you already know and feel is right.

Listen to this new 14-minute episode for some ideas on how you can learn to look at your site, and your marketing pieces differently, so you can get better results! Read More

Are You Selling With Your Wallet?

When I’m doing sales training, very often I find that some salespeople have trouble asking for a higher price, or an upsell, because they wouldn’t buy those things themselves. Or maybe they’ve never spent that much money on an event, or anything, in their personal lives. They’re selling with their own wallet, instead of letting the customer buy with their wallet.

Listen to this new 10-minute episode for some ideas on how you, and your team, can learn to more comfortably ask for the higher dollar sales, and upsells. Read More

Rob Ferre – What’s Your Social Capital?

I was at a conference and needed help bringing in supplies for my trade show booth from my car to the expo center. So, I rang up my friend Rob Ferre, and minutes later 6 people were carrying my supplies a long way to my booth. That’s an example of Social Capital, and Rob suggested that we have a conversation this for you. So, what is social capital, or social currency, and what is yours? Listen to this episode to find out. Read More

You can’t always get what you want…

The Rolling Stones got it right when they sang: “You can’t always get what you want. But if you try sometime, you’ll find, you get what you need!” Very often we, or our customers, are asking for something because we know what’s possible. We can’t ask for what we don’t know is possible. Apple was really good at selling us things we didn’t know to ask for.

Listen to this new 9-minute episode for some ideas on how you can ask a better question to find out why someone (maybe you) wants something. And then you can propose something even better. Read More

Ooops, I did it again!

No, I’m not channeling Brittney Spears. I went shopping for a sports jacket and came home with shoes and pants as well. The store did Top Down Selling… good for them! It’s a lesson for all of us on showing what’s possible, not only what’s been asked.

Listen to this new 9-minute episode for some ideas on how you can sell more, and have your customers and couples be happy about the outcomes! Read More

Rod Baker – His Neon Pivot

I love stories about new business ideas that came organically from just paying attention to what’s happening around you. Sometimes a new trend is right before your eyes. In this episode, Rod Baker tells us about how he pivoted into a whole new business, DFW Neon after seeing people doing selfies in front of his neon sign. Listen to this episode and hear about Rod’s pivot and how you can learn to see the opportunities around you. Read More

Do You Always Have To Say Yes To The Customer?

Do your customers ask you for things that you can’t or won’t do? When you can’t give them what they ask for, how do you say No without antagonizing them? Should you always just say Yes? Or, is there another way to handle the situations when you can’t say Yes, but still want to please the customers?

Listen to this new 13-minute episode for perspective on whether more leads is better, or worse. Read More

How and When Should You Be Upselling?

There’s a difference between Top-Down Selling and Up-selling. Do you know the difference? How and when should you be upselling to bring unexpected results to your couples and customers. How can you go about offering new and better experiences to your customers, event after they’ve formerly said, No?

Listen to this new 11-minute episode for ideas on how and when you can upsell, without being pushy. Read More