Transactional Selling to Avoid Conflicts Around Price

alt text image of a world in the balance

The reason so many people want to be transactional and agree to a discount their price is that it eliminates one of the major areas of conflict in sales. If you agree to your prospective client’s price, then there is no conflict, you just say “yes” and you are off to the … [Read more...]

4 Tough Conversations You Must Have to Succeed in Sales

alt text image of a man pulling an elephant

We like selling when it’s collaborative, when we get to help our clients through their process. We don’t like it so much when we have to deal with the inherent conflict that is part of sales and selling. If you are going to succeed in sales, you are going to have to be … [Read more...]

The Limited Value Of An Email

alt text mage of a man trapped in a jar sending email

It takes a lot of email messages to make up a single telephone conversation. I don't have a mathematical formula, but my guess is that if the conversation is of some small importance, 11 email messages may make up a single, short telephone conversation. If the conversation is … [Read more...]

Go Ahead, Convince Me You’re Better

alt text image of an old black and white picture of a lawyer cross-examing a witness

The prospective client said that the salesperson was going to have thirty minutes to convince him that she was better than her competitor, a competitor that the prospective client had partnered with for eleven years. The prospective client wasn't really interested in hearing how … [Read more...]

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