There is Good News About Buyer Objections. Do You Know It?

​Why are we so terrified of buyer objections?  We wince, we cringe and do all we can to avoid them. But why? What’s the very worse thing that could happen? They don’t buy! As salespeople, we must learn to embrace buyer objections and recognize the benefits of confidently dealing with them.

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3 Excellent Strategies to Kick-Off Your Sales Career

Congratulations. You’ve begun your journey into the wonderful, scary, thrilling, ill-defined, mysterious world of sales. Here’s the bad news: ain’t nobody gonna take you by the hand and tell you how to be successful. That’s also the good news, because it is best left to you to determine how you define success. If you want the greatest chance to maximize your early results, here are three ideas to get you started.

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How You Should Use the If vs. When Question in Sales

Sometimes we come across customers trapped in their own mental dilemma. They like what you have to offer, but they are hesitant to make a change. What you are dealing with is what psychologists refer to as the “Status Quo Bias.” There is a technique that might help you reframe this discussion. I call it the “If-vs-When” question.

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7 Sales Lessons You Can Learn From Ryan’s Dog Odie

​Anyone who knows Ryan Taft would agree that he wasn’t a dog person…until recently. As a dog owner for just over a year now, he has noticed how great his dog, Odie, is at sales. With that backdrop, here are seven things he has learned, or been reminded of, about selling from Odie.

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5 Ways to Help You Bust Out of Your Sales Slump

If you’re in a sales funk you don’t need the same old advice you’ve heard before – think positive; visualize success. That’s good advice and could be helpful in working your way out of your slump. But I want to talk about vaulting out of that Godforsaken state and into top performance mode right now.

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How to Lose Your Sales Leader in 10 Days

Remember the 2003 romantic comedy “How to Lose A Guy in 10 Days” starring Mathew McConaughey and Kate Hudson? The key sales lesson in the movie is our need to recognize what we unknowingly do that drives people away. Here are the top 7 things I see company leaders doing that drive their sales leaders away. 

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6 Ways to Stay Focused and Crush Your Sales Execution

More and more distractions creep into our lives every day. Between the onset of technology, constant connection and human nature, it is amazing anyone gets anything done! So how do you stay focused on sales execution when so many people, gadgets and gizmos compete for your attention? Here are six steps for slaying your distractions and crushing your sales execution.

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Talking to Your Customer About Fear – Part 5

How much has fear cost you in your life? We cannot accurately answer that question, but I think we can agree that the degree to which fear impacts our lives is probably quite high. Your customer is no different. Fear is real, and fear has a way of undermining goals and dreams…unless you do something about it.

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Talking to Your Customer About Their Dreams – Part 4

How deeply do you feel like diving into your customer’s emotional core? The answer might just be linked to how much you want the sale. Many salespeople are awkward and uncomfortable when it comes to getting into the emotional weeds, but it is at this level that customers make their most significant decisions.

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