5 Reasons Your Prospect Doesn’t Buy (And What To Do About Them)

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Yesterday I had a Facebook chat exchange with my friend, Chris. We were chatting about why people who know they need to change don’t buy when what is being sold will help them. Here are five reasons your prospective clients don’t buy and some ideas about how you can better serve … [Read more...]

What It Is Important To Believe About Yourself

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Your beliefs are critical to your success, in sales and in any other endeavor. They determine the actions you take—or fail to take. They also determine the outcome of those actions. Your Identity Some salespeople struggle to prospect because they believe that they are “just … [Read more...]

If You Were In Your Buyer’s Shoes

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If you were in your buyer’s position right now, what would you do? Would you buy what you are trying to sell them? Do you believe that what you are selling is absolutely, unequivocally going to help your buyer produce the results that they need right now? If you were your buyer, … [Read more...]

The Truth About Buyers

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Buyers are researching your product, or service, or solution and have already made a list of sales organizations they are going to consider. Buyers are too busy to be bothered with salespeople because they already have as much information as the salesperson. Salespeople aren’t … [Read more...]

7 Sales Management Mistakes You Can’t Afford to Make

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Missed your number? Struggling? Here are seven sales management mistakes. It’s likely that a combination of a few of these are what ails you. Not building a hunter’s culture. If you are a sales leader, you need to create a healthy culture. That healthy culture needs to … [Read more...]

Why You Are Struggling With Price

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Your competitors sell at a lower price. It’s tough to win when your competitors are willing to give away what they should be selling. But there is nothing you can do about your competitors. If this is your struggle, one or more of the following four reasons is the root cause of … [Read more...]

How To Keep People From Waiting Out Your Transformation

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You are leading a transformation. What you are doing is critical to the future of your organization. It’s strategic. You can’t afford to fail. You built the burning platform and you made the case for change. You sold that change with a massive meeting, and you threw down the … [Read more...]

Choosing Your Sales Process Instead of the Buyer’s Process

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Mistakenly, some salespeople (and sales organizations) believe that their buyer’s process is actually their sales process. Nothing could be further from the truth. Some of their prospective clients have a buying process that is inherently transactional—and inherently bad for … [Read more...]

One Loss Away from a Disaster

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Over time, no matter how good you are, no matter how much you care, you will lose clients. You will lose some clients through no fault of your own. You will be doing everything right, and they will change their strategy, eliminating the need for what you provide … [Read more...]

How to Plan Your Sales Week

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You have three choices when it comes to starting your week. Begin With Your Existing Opportunities You can start the week in your existing pipeline, either working forward or backwards. If you decide to work backwards, you start at the opportunities that are closest to the … [Read more...]