The Animal Spirits In Your Pipeline

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We have a lot of ideas about how buyers buy and how we as sellers should sell. We collect and count data (mostly without capturing any context) and use it to show how buyers make thoughtful, rational, well-informed decisions. But mostly, as buyers, we aren’t as thoughtful or … [Read more...]

Losses Due to Lack of Consensus

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Lately I am seeing more and more salespeople lose opportunities because they don’t have the support of the necessary stakeholders. Here's two ideas to prevent this from putting an opportunity in your loss column. Authority In some cases they don’t have authority. Even though … [Read more...]

Legitimacy and Lack of Consensus

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Note: This is not a political post. If your comments reveal your politics, I’ll most likely delete them. This post is about learning from what you see around you. The following statements are indisputable facts, not my political opinion. The Affordable Care Act (or Obamacare) … [Read more...]

Why Your Operations Team Struggles and What To Do About It

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There are three reasons your operations team struggle to give your clients what they want. The biggest reason your operations team struggles to give your clients what they want is because your clients can't have what they want the way they want it. Your people can get them … [Read more...]

The Only Seven Responses to Any Question

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Robin Starr gave a speech at Toastmasters. She said that there are only seven responses to any question. Let’s look at them through the lens that is professional selling. Yes The perfect answer. The one, most hoped for, and best of all responses. What do you want to hear when … [Read more...]

Five Lies About Selling

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Here are five lies about sales and selling. Don't believe them. Solutions Selling is Dead: Pure, unadulterated bullshit. Has selling changed? Absolutely. Has buying changed? Perhaps, but not as much as is being touted (at least not in B2B sales). The idea behind solutions … [Read more...]

A Yes Is More Difficult Than a No

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Getting a “yes” is more difficult than getting a ‘no.” You have to work very hard for a “yes.” You have to work very hard to understand your dream client’s needs. This is easier said than done, and it almost always requires that you start building that understanding in advance … [Read more...]

10 Things That Have Dramatically Changed Sales

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Things have changed. Globalization: Globalization has been around a long, long time. But in the last couple decades, a lot of labor moved overseas because labor was cheaper there. Then, white collar jobs started to follow. As it turns out brains are cheaper there, too. … [Read more...]

Episode 8 – Making Strategic Sales Presentations with Jack Malcolm

Jack Malcolm is President of Falcon Performance Group where he prepares and trains salespeople. His focus is the complex sale, but Jack weaves military history, behavioral economics, and cognitive psychology into a powerful approach to influence and persuasion. Jack is also a … [Read more...]

On Conflict and Collaboration

On Conflict and Collaboration

Selling well is a balance between conflict and collaboration. The more—and faster—you can move away from conflict and towards collaboration, the better. But conflict is built in. Conflict at the Start The conflict begins at the very onset of the relationship. You want a … [Read more...]

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