Move the Pain Forward

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It's hard to break bad habits. It's hard to change especially when you cannot yet sense the danger of not changing. If you smoke a cigarette today you won't die. Well, at least you won't die today. And you won't die tomorrow either. If you eat bad and don't exercise for a week, … [Read more...]

How Not to Sell Your Drill

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Your pitch might explain how your drill is different, the different results it produces and why you chose to design your drill the way you did. But it won’t be enough to sell your drill. How Your Drill Is Different Your drill might be faster than your competitor’s drill. It … [Read more...]

How to Uncover Dissatisfaction Without Alienating Your Dream Client

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When you first sit down with a contact from your dream client’s company, they may not be willing to share with you the areas where they feel an improvement might be made--or where one might be necessary. They don’t yet know you, and you haven’t yet established a relationship or … [Read more...]

Dissatisfaction and Willingness to Change

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We take our prospects where we find them. Here are four common states you may find your dream client in and what can do to help them. Not Dissatisfied, Unwilling to Change Some of the prospective clients in your territory aren’t dissatisfied, and they are are not willing to … [Read more...]

Four Reasons Selling Is More Difficult Now (and what to do about it)

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You might believe selling is more difficult now than it has been in the past. And for many reasons, it is. Here are four big reasons selling feels more difficult and what you can do to make it easier. Latent Dissatisfaction: Your dream clients should be dissatisfied, but they … [Read more...]

30 Questions To Inform Your Sales Plan

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Do you want to know how you might improve your sales game? Here are thirty questions you can use to inform your sales plan. What you are missing might just be what’s missing. Do you have dream client targets? Do you have a plan to engage them? Is this plan a … [Read more...]

On Latent Dissatisfaction and Dissatisfaction

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The primary reason insight-based selling is so hot right now is because there is so much latent dissatisfaction. It’s difficult to create opportunities without a reason to change. Your prospective clients have plenty to be dissatisfied about, but they may not yet be aware of how … [Read more...]

Focus on the Right Targets

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The biggest and best prospects in your territory already have someone providing them with what you sell. They're completely satisfied. Okay, they're not completely satisfied, but they will tell you they are. Your biggest and best prospects, your dream clients, have had the same … [Read more...]

The One Right Answer

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There isn't one right answer. There are many paths that lead from target to close (or any other outcome you are seeking). If your client is already dissatisfied one path might be to help them better understand their needs. But maybe when you find your dream client they're not … [Read more...]

You Are Teaching. But Are You Also Learning?

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One of the ways you create value for your clients is by having the business acumen and the situational knowledge to help them do better business. Having a teachable insight is all the rage, even though I don’t believe it’s easy to get real chops (and I don’t believe we’re doing … [Read more...]