markus-winkler-yYpmCA32U_M-unsplash“Trust is the most powerful tool that a leader or organization can have.”

          - August Turak, Author

A question for you:

Is there one action you can take that will help to establish trust and build credibility with your clients?

Answer:  Yes.

Credibility, trust and so much more. Especially if you take this action on a regular basis.

You can:

  1. Establish credibility
  2. Add value to your services
  3. Lock down your niche
  4. Spur word-of-mouth referrals
  5. Save selling time
  6. Educate prospects
  7. Increase sales from current clients

Here’s how:

If you are an expert in your field and you can apply your expertise to help folks solve problems or achieve results, you have the basis for creating a readable and welcome e-newsletter.


For your e-newsletter to NOT be immediately deleted, create a subject line that  attracts attention, interest and curiosity.


Recently a message came to me because I’m a customer of Vital Choice Seafood. They send emails once a week and I don’t always open them unless there is something I want to order.

(Emailing to clients can be challenging if you don’t want them to think: “Oh, it’s her again. I don’t need to read this.” But the subject line in that email was so compelling I had to open and read it.)

This was the subject line: “Preferred Customer Alert.“

Wow!  How could I not open that email?  And the information in that email was important; a bit of news that I was grateful they shared with me.

Think about it.

Because you know your clients, think about what subject line will attract the most attention and what words will motivate them to open and read your email.

Ask for permission

When you are talking to your clients ask if they would like to receive emails from you on a regular basis. Weekly, monthly, twice a month or whatever you feel you can handle. And not just emails to sell products or services. Emails that will help solve problems or provide new information.  A bit of sales information when it doesn’t take up most of the email is good. The point is: you want clients to feel they will benefit by reading your emails.

Thanks for reading – here’s wishing you a safe and healthy day!

PS: If you have a new employee or a seasoned sales rep looking for creative ways to connect with clients and increase sales, take a look at my e-Course and if you have questions, send an email to me: I’d love to hear from you!


Forget Cold Calls – Do This Instead


3 serious questions to ask yourself:

1.  Have all of your inactive customers been contacted during the past three months?

2.  Are all of your current and past customers aware of ALL of the products and services you have to offer?

 3.  Do ALL of your customers buy everything they could possibly buy from you?

If you answered “no” to any of these questions – think about it:

Do you really want to start making cold calls before all of your inactive customers have been contacted?

If your focus is on bringing in new customers by cold calling BEFORE contacting inactive customers, you are actually leaving money on the table.

Before making more cold calls, think about this:

  • Your current customers KNOW you
  • They LIKE you, and
  • They TRUST you!

So … you will get less rejection and more sales when you contact your current clients.

Thanks for reading – here’s wishing you an awesome day!

PS:  Looking for creative ways to boost your sales? Join my e-Course!
Email with any questions you may have. You can see answers to some of your questions plus tuition information here. Convenient payment options are available.

PPS: If you don’t believe you can be successful at sales, read what Kevin wrote.

And here is a fact -

Your employees may have skills you are not aware of yet. Grace wrote this:

“Ann, during your e-Course I have gotten more confidence in speaking and relaying to people the information I need in order for me to help them. People seem to respond and open up to me with more information. Thank you!”

- Marie Grace Dace, Account Executive, Maunakea Integrated Solutions, Honolulu, Hawaii


3 Best Ways to Answer the Dreaded Price Objection

hassan-ouajbir-IYU_YmMRm7s-unsplashYou know that feeling, when the prospect seems interested, you’ve given your perfect presentation,
then …

... gulp. You hear the dreaded price objection :-(

What to do first:

  • Wait for the prospect to finish speaking.
  • Pause for 3-5 seconds.
  • Then ask a question.

 Prospect: “I’ve seen lower prices on this product.”


1.) Your answer: ” I understand. Are you saying that our prices are high in comparison to Internet prices or our competitors?”

The prospect may have seen lower prices on the Internet. If that’s the case, you can share horror stories from your customers about their negative experiences buying from websites like ebay.

If your price is higher than the competition’s, this opens the door for you to differentiate on value. You have more to offer than just price.

Prospect: “It’s too expensive.”

2.) Your answer: “I understand. In fact, I had two other customers just like you who were uneasy about the price at first. But what they found was … “

Use quotes from your happy customers who have written to focus on the value of buying your products, like free training, etc.

Prospect: “Your price is too high.”

3.) Your answer: “Setting price aside, do we have the product/service you want to buy?”

If the prospect answers “yes,” you can follow up with a very important follow-up question.

Your follow-up question:  In addition to price, what else is important to you?” 

After your prospect replies, you can stress the benefits your company offers, like fast delivery, personal service and you can quote from positive testimonials you have received.

You will discover more answers to objections – and much more – in my one-to-one private e-course.  And you can sign up for more sales tips on this page

 Thanks for reading – here’s wishing you a fantastic day!


PS – to sign up for the next e-Course, please email: and ask me any question on your mind.

PPS – Good news: Your BTA educational discount applies for this course!  

PPPSYou can see the registration form on this page


Hidden Talent

hidden-594142_640You might know someone like this person.

Intelligent, kind and thoughtful – with a great personality…

… and if you met for the first time and asked: “Where do you work?” or “What do you do?”

You might NOT think the answer would be “I’m in sales.”
(Sort of like Kevin.)

True Story

When I learned what my uncle did for a living, I was surprised.

Aunt Veronica had described her husband’s work as “he’s in business.”

But she left something out

Only after reading the words written on the awards and plaques in their den, did I find out my uncle was in sales!  And VERY successful!

WHY was this surprising?

Because my uncle did not display any of the characteristics generally thought of as a “typical” salesman. (You know what that means.)

And because Aunt Veronica never mentioned that her husband was in sales.

It was as though he had hidden talent.

If you know someone like this, who wants to be in sales but doesn’t think he – or she – has the right personality, please forward this post to him – or her.

Thanks for reading – here’s wishing you a healthy and beautiful day!


Your Questions

scott-graham-5fNmWej4tAA-unsplashYou probably know that the way you ask questions today should be totally different than ever before.


Because many businesses are having financial difficulties due to the Coronavirus disease.

The questions you ask prospects and clients now require exceptional planning in order to build trust and get the answers you need – to understand how you can help the prospect/client.

Getting Results

Emily Turcan has gained critical information as a result of the questions she has been asking after completing my e-Course.

From Emily

“This e-Course has given me a sense of confidence to outwardly ask questions that in the past made me feel uncomfortable. I am now able to gain information I previously would have let fall through the cracks. Thanks, Ann!”

Emily Turcan
Statistical Sales Analyst
ACT 3D Equipment and Sales
Cromwell, CT

What is the e-Course?

You can see a description of the course – including tuition – on this page.

If you have questions about the course or would like to enroll, feel free to send me an email:

Thanks for reading – here’s wishing you a beautiful and healthy day!


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