Remember the good old days when people actually liked getting email? You would send one to someone and they would OPEN IT! Over time, email has lost a bit of it’s luster BUT it can still be a very effective sales tool if it’s used effectively.

If we’re not helping our customers to make decisions all along the way, it’s going to lead to confusion. Because by the time it’s time to make a final decision, what I have to do then is aggregate all of those small decisions and make them all at the same time in order to have them bubble up into one final decision.

I believe that the best salespeople know everything, but only share what’s important to their customers. They ask the types of questions that give their buyers clarity and confidence when answering – bringing them to the logical conclusion that a purchase makes sense.

I passionately believe we perform to the best of our abilities when we serve others. When we seek to make the world a better place for those around us, we better understand our place in the world.

We often want to solve the problem before we fully understand it. We get so excited about solving a problem that we jump to conclusions as to what the problem really is all about.

Sales skills should not be market-dependent. After all, If you need a great market to be a great salesperson, what does a bad market make you?

Overcoming sales objections can be challenging. I get it. An important fact to remember is that if a buyer is discussing an objection with you, then it is not a deal-breaker, it is a deal pauser!

It would be nice to think that anyone who is ever going to buy is going to buy the moment that their emotion is really high, right there on the spot. The reality is a majority of customers will have to think about it. How can you tip the scale in your favor here? I’ll share three ideas to help you close more sales.

The opportunities sales prospecting provides are phenomenal for those willing to lean into it. Unfortunately, for too many salespeople, their comfort addiction kicks in and they rarely realize the true advantages of prospecting.

When I am out in the field coaching salespeople or watching video shops, I often come across common mistakes that salespeople make when closing the sale. I get that there are reasons people don’t buy that have nothing to do with our delivery or mindset, but I teach salespeople to focus on the things they can control.