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...]

It’s Not Your Closing or Negotiating Skills

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Inevitably, when I hear that a salesperson has trouble negotiating or closing there are two main causes, neither of which is negotiating or closing (these problems are relatively easy to solve compared to their root causes). Let’s look at both of the root causes. Unhealthy … [Read more...]

Mailbag: Closing the Sale

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This note comes in today's mailbag: James writes, “I have a hard time closing the sale. I struggle between wanting to be passive and carefree about the deal, and being too aggressive, and then worrying about losing the sale. I have the skills and competency and experience to do … [Read more...]

You Risk More Through Inaction than Action

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You risk more through inaction than you do by taking action. Sometimes you believe that you shouldn’t act—or that there is no action you can take. If you are bold enough to take it, there’s almost always some action available to you. Your Dream Client Says They’ve … [Read more...]

How to Get Better At Asking

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Selling well requires that you ask for--and gain--commitments. We move from one commitment to the next commitment, from target to close. If you're going to gain those commitments, you're going to have to ask for them. Here's how to get better at asking. Tie Your Ask to Future … [Read more...]