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 Solve the Problem That Is Your Inbox

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Look at the emails in your inbox right now. I don’t have to see your inbox to know that you have a problem with email. We all have the same problem. Some large number of the emails that show up in your inbox each day are commitments that are being made for you without your … [Read more...]

Getting the Camel’s Nose Under the Tent

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A long, long time ago, I attended my first real sales training. The company I worked for brought 50 salespeople together for training. At one point in the day, the focus shifted to asking for an order--a single order. But I didn’t have it in me to ask for a single order. I wanted … [Read more...]

You Don’t Need Another New Idea

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You don’t need to rush out and read every new book with every hot, new idea. Bouncing from one idea to the next, never fully integrating what you’ve already read isn’t going to help you produce better results. You don’t need to attend another seminar searching for one new … [Read more...]

What To Do When Your Mistake Stalls a Deal

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Anonymous sent me an email. She believes she may have lost a deal. To protect her identity, I am not going to recount the mistakes that were made. It’s sufficient enough that we know that her dream client’s expectations weren’t met because she and her team didn't keep the … [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...]

So You Want to Be a Trusted Advisor?

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Are you willing to tell the truth, even when it may cost you your … [Read more...]

Are You Busy Or Are You Getting Things Done?

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There is a difference between being busy and getting things done, and it is important to recognize the difference. You can be very busy responding to your email, responding to voice mail, and helping other people with their urgent priorities. You can also be very busy cleaning … [Read more...]

Before Things Go Sideways

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Things go sideways sometimes, even when you do your very best. Here's what you can do before that happens. Don't Make Promises You Can't Keep: Your client stakeholders are listening to the commitments you make. They are keeping track, and later they will keep score. If you … [Read more...]

You Made Commitments You Didn’t Know You Made

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Your client has to be wrong. They believe that you made a commitment that you aren’t keeping. But you don’t remember making that commitment. In fact, you would have never made the commitment they now expect you to keep. Here’s how those commitments get made. Your Silence … [Read more...]