5 Steps to Gaining Trust With Anyone

Photo Credit: TheMuse.com

Photo Credit: TheMuse.com

I recently ran across this short article about gaining trust with people, even those you have just met.

5 Body Language Basics That Make You Appear 100% More Trustworthy to Strangers
By Rhett Power of Inc, and published on TheMuse.com

Now none of these techniques is earth shattering, but I think that they are all simple enough and worthy of being on your “mind checklist” when you are looking to create instant rapport with individuals.

It’s interesting to note that the first for of these five suggestions are all about what WE do with our bodies to help project non-threatening body language.  Easy to do, and something you can implement immediately.  The last, “mirroring” can be highly effective, yet takes some understanding and practice to implement in a natural (non-artifical) manner so that it doesn’t look obvious to the other party.

I hope you enjoy the article.



5 Reasons To Make Podcast INTERVIEWS part of your Inbound Strategy

Podcast Image - Tom SchwabMake Podcasting part of your Marketing Strategy

This is a wonderful article on the benefits of podcasting.  And it’s a great concept that Thomas Schwab points out that YOU don’t need to be the host of the podcast.  Being a guest is as…or perhaps MORE…powerful as being the host.  And it’s a whole lot easier.

Read the whole article here:  5 Reasons To Make Podcast INTERVIEWS part of your Inbound Strategy (Linkedin) by Thomas Schwab

I like the EIGHT major points that Tom makes in this short, but powerful article. (He might not be able to count to 8, but his points are great take-aways.

1. It the easiest content you will ever produce

2. It’s the easiest content to repurpose

3. Podcast are growing

4. The audience is VERY focused

5. Getting on a podcast is free

6. Podcasts aren’t over saturated yet

7. The traffic is FAST

8. Traffic converts 25x better than blogs

Learn more by visiting the original article by Tom.

Then share this with others…and share YOUR thoughts below!


Wishful Thinker or Entrepreneur? Who are you?

Many people have asked me what it takes to become a successful entrepreneur.  That can be a difficult question, and one that maybe is never complete.  And sometimes it’s more important to know what traits will reduce your chances of being a successful entrepreneur.

This article, “These 8 groups of people will NEVER start a business”, by Martin Zwilling published in May 2015 in Entrepreneur.com highlights some of these “wanna-be”s who say they want to be an entrepreneur…but never will be.

Do you see anyone YOU know on this list?  Hopefully it’s not YOU…

Enjoy the read….

Who WON’T start a business.

Every entrepreneur I know is dismayed by the number of friends who approach them with a line such as “I have an even better idea that will change the world, and one of these days I’m going to get around to starting my own business.” I always wonder what is more important to them on an ongoing basis than changing the world, since their startups usually never materialize.

With the cost of entry to be an entrepreneur so low today, the common excuse of “lack of funding” doesn’t get much sympathy from me. People can build great ecommerce sites with free tools, smartphone apps in their spare time and use crowdfunding to bypass the dreaded angel funding and venture capital penalties. There must be something deeper that slows people down.

So if you have a great idea, and funding isn’t an overwhelming challenge, what are the real reasons that the world is filled with so many “wannabe” entrepreneurs that never get around to starting up?shutterstock_85446772

Based on my own experience mentoring real entrepreneurs and likely candidates, there are at least eight categories of non-starters. I’m sure you will recognize someone you know, maybe even yourself, in one of the following groups:

1. Enjoy the dreaming, but not the implementation

These are people who often call themselves “idea people,” who like to talk about their vision and leave the implementation to some lesser beings. In my experience, there are a wealth of good ideas out there, and the harder part is converting the dream into a profitable business.

2. Unwilling or unable to acquire business implementation skills

Our culture propagates the myth that business skills, like rocket science, can only be learned in a classroom or lab. In today’s world, with a pervasively connected and constantly updated Internet knowledge base, online self-learning is always available and more productive.

3. Irrational fear of failure or embarrassment

Everyone has some fear of the unknown, and that’s a good thing for survival. Successful entrepreneurs are ones who overcome their fears and manage some risk and failures as a part of the learning process. Others are debilitated by their fear, avoid risk at all costs, and never start.

4. Equally irrational fear of dealing with success

We have all seen people on the cusp of success, who seemed to intentionally undermine their momentum, only to fail near the finish line. Of course, too much early success can kill a business, but real entrepreneurs are certain that they can grow and learn from success, just as they do from failure.

5. Insist on perfectionism, rather than pragmatism

I know very talented inventors who have been working on the same technology for 20 years, and still want to do more research to make sure it’s perfect before selling a product. In today’s rapidly changing market, perfection is a fleeting and impractical objective. Pragmatists create a minimum viable product (MVP), test it in the market and iterate to success.

6. Unable to maintain their focus and resist distractions

“Focus” is the key to success as an entrepreneur. A business that tries to do too many things for too many markets will likely excel at none and discourage all potential customers. Focus means keeping priorities straight, separating important from urgent, organizing and delegating.

7. Substitute excuses for accountability and responsibility

Excuses are efforts to rationalize failure after the fact or justification for never starting. The best attribute of a real entrepreneur is acceptance of the fact that “the buck stops here.” There are always alternatives, pivots and creativity to overcome any obstacle.

8. Simply not a self-starter, leader or decision-maker

These are the products of the industrial revolution, who wait for others to tell them what to do, and love to find fault and play the victim.  When you adopt the entrepreneur lifestyle, it’s up to you to set the pace, stay positive, be the model and lead the follow-through.

If you expect someone else to make your decisions and bear the risks and responsibilities of implementation, then “one of these days” will probably never come for you. So my view of what it takes to be an entrepreneur is simply to adopt the right attitude and full accountability. People who want it bad enough will get around to it.

How long will you be a “wannabe” entrepreneur?

17 Statistics about your relationship with your buyers…Infographic

Like food for thought?

Sales Process Statistics

Here are 17 statistics about prospecting for clients that will potentially change the way you approach contacting customers.

This article/infographic by CeCe Bazar at OpenViewPartners.com can help you think differentially about your prospecting system.


My two favorites?

  • The first viable vendor with solution has the advantage over all followers.
  • REFERRALS are WAY more powerful than you may realize…















































How will YOU use this information to your selling advantage?

Share your comments below…

And SHARE this post with others you know!


Sales Call Dissection…to land more sales

Making your sales calls better…and make more money

When doing sales call…we all think that we are doing a great job and nailing the sale.

Maybe that’s not the truth.  The fact is that most sales calls can be done better.  And the best way of getting better at something is to work on it and have a plan for improvement.  This recent post by Justin Zappula provides a lot of great information. The part that I really like is the “Phone Call Coroner”.  See his list of what to do immediately after you hang up from a phone call:

First on the list of post-call duties is to snap on the mental rubber gloves and swiftly conduct a post mortem. Take a few minutes to write down and answer the following questions immediately after a call (Taken from Justin’s posting. The image is from there also…all on Hubspot.com)


1) Be the Phone Call Coroner

First on the list of post-call duties is to snap on the mental rubber gloves and swiftly conduct a post mortem. Take a few minutes to write down and answer the following questions immediately after a call:


  • Did I achieve my objective?
  • What was successful?
  • What was not so successful?
  • What information did I gather?
  • What evidence do I have that this is still a viable sales opportunity?
  • Did I advance the sale to the next stage?
  • What will my next move be?
  • Who else needs to be involved in the process?
  • What do I need to do to bump the sale to the next stage?
  • When am I next going to speak with or see the customer?
  • What’s my objective for the next meeting?

2) Feel Their Pain Points

3) Perform a Rescue Mission

4) Brain Dump

5) Send a Follow-up Email


Read the rest of Justin’s great article “5 things to do as soon as you hang up a sales call” to get the full discussion of these last 4 items.

I am sure you will enjoy it.