The Hustler’s Playbook – Hustlers Don’t See Themselves As They Are

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Hustlers don’t see themselves as they really are. They see themselves as they want to be. Then they act accordingly. Look around you right now. Your smartphone is somewhere very close to you, isn’t it? It’s a modern marvel that we can carry our telephone, computer, internet, … [Read more...]

Commitments By Degree of Difficulty

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We tend to think of the final close as being the most difficult to obtain. But this isn't true. Here is a lis of the commitments you need to gain by degree of difficulty. These three commitments are relatively easy to gain. Even signing the contract is an easy commitment to gain, … [Read more...]

If You Really Want to Be a Closer

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The real close when you make a complex sale doesn’t occur when your prospect signs the contract and through all your effort becomes a client. The real commitment you need to gain only starts when your dream client signed your contract. The real close is gaining their commitment … [Read more...]

Why BANT Stopped Working

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For decades BANT has served as a pretty good framework for qualifying opportunities. But it's no longer the useful tool it once was. BUDGET Unless your dream client is already purchasing what you sell, they aren't likely to have budget set aside for what you sell. This … [Read more...]

Incongruity Kills Trust

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Incongruence causes people to distrust you. People look to see if your actions match your words. If your words don’t match your actions, they see and feel the incongruity—even if you don’t believe they do. The mismatch is hard to miss. And that mismatch is even harder to … [Read more...]

How Not to Sell Your Drill

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Your pitch might explain how your drill is different, the different results it produces and why you chose to design your drill the way you did. But it won’t be enough to sell your drill. How Your Drill Is Different Your drill might be faster than your competitor’s drill. It … [Read more...]

Be Completely Sold On You

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How can you possibly persuade others if you are not persuaded yourself? If you don't believe that your product, service, or solution is the right choice for your dream client, how do you expect to persuade your dream client that it is? If you don't believe that you give more … [Read more...]

The Hustler’s Playbook: Hustlers Evolve

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Hustler’s are open to change. The hustler is firm in her convictions, inflexible, and persistent. All of these qualities help the hustler produce results (in business and in life). But when the hustler comes across evidence that indicates that what they are doing might be … [Read more...]

Choosing To Compete for Transactions or Relationships

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There are two ways to think about acquiring new clients and new orders. You can start from a transactional approach or you can start from a more strategic, consultative approach. The distinction is important. Transactional A transactional approach is centered on acquiring … [Read more...]

What Is Not a Buying Signal

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There is a lot of confusion about what is a buying signal and what isn’t. LinkedIn A prospective client accepting your LinkedIn connection request is not a buying signal. The barrier for most people when it comes to accepting connection requests on LinkedIn might be lower … [Read more...]