Here’s my question for you. Do you believe that you’re entitled to your fair share? Or do you want more than your fair share?

I’m talking about asking ourselves if our time is consistent with our priorities. If something is very important to you are you able to prove it with your time? Does your calendar show it?

I always wanted to have “the” answer. More specifically, I wanted a “silver bullet” that would magically solve my customer’s sales objections.

If I were to request that you describe your sales process in detail, could you do it? I mean, if I gave you enough time, could you write out your sales process step by step? Could you show me precisely what sales excellence looks like in written form?

If you subscribe to the feature/benefit sales process, I challenge you to look at it from a different perspective. Wait, not a different perspective. I challenge you to look at it from the perspective that matters most: Your Customer’s Perspective.

In the Mutual Purpose Technique, we are describing the benefits of the solution before we even present the solution. The objective here is to describe how that problem will be solved in advance and then gain agreement on the solution before you begin your demonstration.

We have a natural tendency to overrate our own abilities. In the United States, for example, 90% of Americans believe that they drive better than average.

The perfect sales opening involves asking the right questions to your prospect, as well as making a connection with them….

Sometimes, in the world of sales, you are a one-person show. However, when you create an organizational chart to represent…

People like to talk about themselves. Why? It’s not because they’re narcissists; it’s simply because it’s easy.