business coach

Are You in a Sales Slump? – 7 Tips for Business Success from a Business Coach

Learn from McDonald’s Turnaround Strategy – 7 Tips for Business Success from a Business Coach

Sales Slumps tend to get your attention – quickly!  Like any good business, McDonald’s is very aware of its sales. Do you remember when McDonald’s used to advertise on their golden arches how many millions and then how many billions of hamburgers were sold? Well recently the new C.E.O discovered the bottom line showed signs of wavering consumer confidence.  Did they miss the current trend? Has quality control changed? Is the competition eating their lunch (pun intended)? Well, there are many opinions about what happened but regardless of what camp you talk to, the results speak for themselves. It’s summed up in two words “lackluster performance”- ouch!

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Reach Success: Raise Up Your Inner Champion

Reach Success: Raise Up Your Inner Champion

The Challenges of Success

It’s no secret that the road to success in sales or business has many challenges. Most people know that. We’ve all discovered this truth as we have worked towards our own personal success in our small business or our lives. Each time we are challenged, it’s comforting to know that there is a powerful champion spirit that can rise up inside of us and overcome the seemingly impossible challenges in our path.

Having this champion spirit gives us reassurance that we are on the right track towards success and that we can handle any trouble that come our way. It also builds resilience skills and the ability to perform well under high stress. I learned this valuable lesson when I was the team captain of my high school water polo team and now teach these skills in our top sales training seminars and coaching for small business.

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Passing The Torch- Tips For Hiring the RIGHT Salesperson.

Passing The Torch- Tips For Hiring the RIGHT Salesperson


Hiring a new sales person can be a tedious job. Even more challenging is the task of hiring the RIGHT salesperson.  Many business owners wait too long before passing the “sales torch” over and end up hiring out of panic instead of making a calculated business decision. The result of that panic is that the first 3 or 4 salespeople that they hire blow up, and end up costing the company multiple lost prospects and hours of irrecoverable training time. Ouch!

I am a firm believer that there is no perfect salesperson. There is no calculated list of prerequisites that determine what makes a great salesperson such as they must have brown hair, yellow eyes, and be able to stand on one foot for exactly 247 seconds. “Perfect” or ideal salespeople come in all shapes and sizes meaning they have different educational backgrounds, experiences, and personalities. However, the one trait that is essential to hiring a star sales person is that they must be coachable.

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How Emotion & Logic Works for Your Sales Prospect – Sales Skills and Sale Techniques

Maybe you have noticed that it’s harder to make sales today or that your sales techniques are no longer working. In fact, they aren’t!

Most salespeople are missing the sales techniques that help buyers buy; they’re called “emotional benefits”.  Emotional Benefits help the buyer connect to the feelings that they will experience when they make a purchase. Without these a buyer will have a hard time moving through the sales process.
Listen as Master Sales Coach and Trainer, Rich Grof Explains how these are important and how to use them.

How I Learned to Make Sales Conversion Easy – Sales Techniques for Success

Sales Conversions Can Be Easy – Sales Techniques for Success

At times I see business owners or salespeople who are working hard offering great value and service to their clients in the hopes that their efforts will help land them new sales prospects. Even though it seems like they’re doing everything right in the sales process, they still find that there is resistance to deal with.  What would it be like if this sales resistance could be eliminated?

Even more, what if we could discover the secrets that could change the sales interaction so much that any prospect was almost begging to get that product or service?  Impossible?  Not so.

That’s the power of creating tension in sales.

Let me explain.

Creating the Perfect Buying Experience



There’s an old saying in sales that says, “Everyone wants to buy, yet no one wants to be sold”.  This ideology embodies the concept of need motivated selling that contributes largely to what is called “Client Enrolment”. Client enrolment is nothing more than finding out what your potential clients want at the deepest levels of who they are, what value it has to them and what plan they may have to achieve their dreams.

Sounds easy, right?

In fact it is that easy!  The hard part for most people is discovering how to find out what someone wants.  For Salespeople this is easy to do.  We’ve been trained with advanced questioning and listening skills to help uncovering the desires, pains, and problems of potential clients.  Then once they are clear about what is important to them and the value it has in their life, they can tell how your product or services will make a difference in their lives that is worth paying for!


The Benefits of Creating Tension in Sales

We have all seen or experienced those moments where a company has created the perfect buying environment and people line up at 3 am just to make sure they can get in and by the time the door opens there is a line of people lined up around the block. It seems crazy when you think about that type of situation, but wouldn’t it be great to create that for your product or service?

In fact with some careful planning anyone can create that type of emotional buying experience. The key to doing so is to understand that tension is created when the difference between what the client has and what they want increases.  In fact, as the perceived need grows so does the tension.  That means tension is the key ingredient to move someone from the space of “It would be nice to have that” to “I need that now!”


The ability to provide great value while presenting information in a way that creates a great deal of tension to your prospect is the key that will build your sales overnight!