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Networking: how much is too much?

Posted by Ilise Benun on

The setting was a Century City conference room, where a fairly well-known alum was speaking to my school’s networking group on how Silicon Valley would likely impact the medical industry over the next decade. As is the custom when we’re a smallish group, we each got up in turn and gave our names, graduating year…

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Ilise’s Corner | How to Close the Deal, Part Three: Don’t Forget to Ask!

Posted by Ilise Benun on

I’ve talked about the importance of listening and of being prepared for various standard objections that can arise in the course of a conversation about buying (or not buying) your services. So you’ve listened, you’ve answered questions, and now you have to ask for the sale. Yet this is where many of us back off.…

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Ilise’s Corner | How to Close the Deal, Part Two: Preparation Prevents Perspiration

Posted by Ilise Benun on

We’ve talked about how the selling process can be unnerving or uncomfortable for you. But did you ever think that maybe your prospective customer feels the same way? There are a few statements that prospects use when they want to stall or aren’t convinced you’re the one for them. You won’t always be able to…

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Ilise’s Corner | How to Close the Deal, Part One: Listen Up!

Posted by Ilise Benun on

I talk about this in my book, but since selling is something that’s so integral to business success, yet something many small business owners seem to have trouble with, some of it bears repeating. First, the Dream Scenario: you give your sales presentation, your prospect poses questions you know all the answers to and, at…

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Don’t forget your verbal business card

Posted by Ilise Benun on

Heidi Miller, the empress of shameless self-promotion, calls it your "two-second statement". Carl Wellenstein, a successful career-transitions coach I met at an NSA/GLAC meeting (and ran into again last weekend at the Summer Symposium), called it a "verbal business card"—right before he called me on not having mine at the ready. And he was right.…

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