How to Avoid the Most Dangerous Sales Word Ever: “Maybe”
When you are faced with a buyer request that makes you want to respond with a “Maybe,” just say “No!” Sound too harsh? Let me explain.
Read More4 Steps to Help You Handle Those Tough Sales Objections
If a buyer is discussing an objection with you, then it is not a deal breaker – it is a deal pauser! Here’s how to move the sale forward.
Read MoreWhy “This Product Sells Itself” Is Basically the Most Ridiculous Idea Ever
From time to time I hear people say, “This product sells itself.” Malarkey. I’m sorry to disagree, but nothing sells itself.
Read MoreWhy Breaking Down Your Sales Price Might Just Be Ridiculous
Emotional intangibles cannot be reduced to a “10 cups of coffee” comparison. Reducing your price to the ridiculous is just that: ridiculous!
Read More5 Superior Practices of Top Performing Sales Managers
Three straightforward and easy-to-use tools that dramatically increase sales team performance and create a lighter load for sales leaders.
Read MoreWhy Your Buyers Try So Hard NOT to Like Salespeople
Buyers hold a predetermined expectation of what it means to work with a salesperson. So how can we strategically shift their paradigm?
Read MoreAre You Hiring Salespeople Who Are Hungry for Knowledge?
“I can sell anything! I always exceed quota! I am easy to manage… a self starter…” Sounds familiar, but is it really the recipe for success?
Read MoreBuyers Are Full of BS (Buyer Strategy)…and Why Shouldn’t They Be?
Don’t get upset when your buyers act as strategically as you do! It’s YOUR job to elevate your game…
Read MoreHow to Impress Your Customer When It All Goes Wrong
When things go wrong, we face a golden opportunity to create a positive impression and secure customer loyalty.
Read More3 Clear Steps for Accomplishing Your HUGE Goals
So how do you even begin tackling a HUGE goal? These three methods offer a good framework for achieving any goal.
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