[Legacy post: Small Business Talent] My special guest on the podcast today is Meridith Elliott Powell. We’ll be discussing her latest book: Winning in the Trust & Value Economy: A Guide to Sales Success and Business Growth.
Meridith has a very interesting professional background. She began her career in corporate sales and marketing and was eventually recruited to executive level positions in commercial banking and finance. This combination of experiences gave her the breadth of knowledge needed to bring the numbers and the people side of business together.
About seven years ago, Meridith left the corporate world and launched her own firm. During the recent economic downturn, Meridith coached her clients on how to take advantage of the changing economy resulting in more productivity, personal passion and profits.
Meridith’s signature high-energy communication style and her ability to rapidly connect with people make her a sought after speaker, trainer, and business coach. She’s an active member of the National Speakers Association, the American Society of Training and Development, and Lessons in Leadership. After achieving her business coaching certification, Meridith also became gold master certified in strategic planning via the Haines Centre and the University of San Diego. Lastly, Meridith increased her knowledge of communication styles, human behavior and their impact on professional relationships and organizational development by earning her master certification as a human behavior specialist.
Meridith’s professional background and training allows her to support her clients in their efforts to use trust and value, not low price, as a competitive advantage in today’s value-based economy. That’s something that we can all benefit from. Scroll down to the Podcast Player now and listen to Meridith share her business building wisdom!
Podcast Player:
Leanne Hoagland-Smith >> Smarter Sales Strategy, Fewer Objections, Better Clients
[Legacy post: Small Business Talent] Today my guest on the podcast is consultant, writer, speaker and coach, Leanne Hoagland-Smith. I met Leanne through her Increase Sales Blog and it quickly became clear to me that her forward thinking perspective, willingness to challenge the status quo, and ability to simplify complex sales issues make her a rare find.
Leanne works with a variety of entrepreneurs like us, as well as top sales performers and small to medium sized businesses to help them break through to their next level of success. As Leanne points out, all of us can learn to more efficiently qualify prospects and acquire more of the high potential clients we want.
If you’re ready to stop wasting time handling needless sales objections and obstacles, then you’re going to find Leanne’s advice refreshingly different and powerful. Scroll down to the Podcast Player below and have a listen now!
Podcast Player:
How Will Your Clients Answer These Questions?
Most independent professionals say that repeat business is ideal. No surprise there.
On the other hand, few of them seem to focus on actively uncovering the evolving wants and needs of their clients. They assume that they understand what their clients are thinking.
Over the past fourteen years, I’ve found that retaining great clients long-term requires a more proactive approach. In everything that you do for them you must make it clear that you’re striving for excellence. You also need to ask your clients some version of these questions on a regular basis:
- Ideally, what would you like to have me do more of, less of, or just differently?
- What would making those changes mean to you / your business?
Setting the right tone and regularly asking these types of questions opens up valuable client discussions. These conversations enable you to identify gaps between what you’re doing and what your clients really want. Of course, closing these gaps is what client satisfaction and repeat business is all about.
If you want increased client retention, profit and fulfillment, then I have a mantra for you – “If it’s to be, it’s up to me.” Take the initiative and commit to making your client relationships great!
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