5 Reasons Your Deal Isn’t Closing

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Deal stuck? Here's why. It’s Still a Lead You don’t close a lead. You only close opportunities. The reason that you can’t (and won’t) close some of the deal in your pipeline is because they are still only leads. In order to convert a lead to an opportunity, your prospective … [Read more...]

Faster At What Cost

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Most of the things that make sales go faster are bad for long term relationships--and longer term results. Trying to close faster only creates resistance on the part of your buyer. Making sure that you take them through all of the stages of their process, even if it feels like … [Read more...]

Selling Is Conversations and Commitments

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When you boil selling down to its fundamental elements it is two things: conversations and commitments. This is as true for a complex sale as it is when you sell your teenager children on cleaning their rooms (or they sell you on why they haven’t). Prospecting is the act of … [Read more...]

How to Massively Improve Your Ability to Close

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I often hear sales leaders complain that their salespeople “can’t close.” But this is a presenting problem, not the root cause. Closing business is relatively easy and straightforward. You simply say something like, “I believe that we’ve done enough together to move forward. Can … [Read more...]

Why the Book Is Always Better Than the Movie

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The book is always better than movie. There’s a reason that this is true. If you read the book first, you’ve already created the picture in your mind. Your pictures are the right pictures. Now some big shot Hollywood director comes along and shares his vision of what the pictures … [Read more...]

What the Oscars Can Teach You About Your Sales Presentation

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I don’t watch the Academy Awards anymore. I love the movies. I love storytelling. And I love to watch what a group of creative people can put together. But the Academy doesn’t understand their medium or their audience. The Hollywood insiders care about all of their technical … [Read more...]

10 Commitments You Must Gain to Win Deals

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Time: The very first commitment you need from your dream client is the commitment of their time. Without gaining the commitment of time, you can’t create an opportunity. This is why prospecting is the critical activity for sales professionals; prospecting is where this commitment … [Read more...]

Lies, Mistruths, and Fabrications In Your Sales Forecast

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Any opportunity scheduled to close on March 31st, June 30th, September 30th, or December 31st should be removed from your forecast on principal. These “close dates” are your sales quarters, and they have nothing whatsoever to with the date that your prospective client is going … [Read more...]

Be Curious

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The exceptionally smart people I know are also exceptionally curious. They are always hunting for and exploring new ideas. One of the first questions the curious will ask you is what you are reading. See my friend Jack Malcolm, and I dare you try to keep up with his voracious … [Read more...]

Which Straw Broke the Camel’s Back?

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Which straw was it that broke the camel's back? Was it your connecting with your client on the social sites where they live? Was it your engagement around big ideas that eliminated your dream client's opposition to meeting with you? Was it the tweet that sent them to your site? … [Read more...]