13 Ways to Resolve Concerns and Get to Yes

alt text image of a pinky promise

Before your dream client makes a decision, they suffer through a period of indecision. They worry about making a mistake. They have concerns, and it is your job to help them resolve those concerns. References: Some of your dream clients will be confident moving forward with … [Read more...]

Why Your Dream Client Trusts Their Problem More Than They Trust You

alt text image of three businessmen, see no evil, hear no evil, speak no evil

Your dream client knows that they have a problem (go here for a definition of dream client). They know that their problem is serious, that it is hurting their results, and that it is costing them money. But for some reason, they won’t change. Why won’t they change? Because they … [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...]

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...]

You Made Commitments You Didn’t Know You Made

alt text image of a pinky promise

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...]

Episode 24 – On Trust and Selling with Charlie Green

Charlie Green is a good friend. And he's one heck of a smart and engaging guy. I talk to Charlie all of the time, but this time I hit the record button so you can listen in on our conversation. Charlie shares some ideas about how to think about trust, his trust equation, … [Read more...]

The Bad Salesman

alt text image of an old school bad salesman

Bad Salesman: We have an A-rating on Angie’s List and the Better Business Bureau. We are members of the National Association of Remodeling Industry. The law requires that we have $1,000,000 in liability insurance; we have $6,000,000 in liability insurance. Are we the kind of … [Read more...]

Why Your Contacts Are Territorial About Your Relationship

You Shall Not Pass! Why Your Contacts Are Territorial About Your Relationship

There is a reason your contacts sometimes don’t want to allow you to develop relationships with contacts in other parts of their business. There are also reasons they sometimes don’t want you to develop relationships with the people north of them on the organizational chart. It … [Read more...]

Lies of Omission

alt text image of pinochio

Most salespeople are honest and ethical. But it’s not so much because the balance of power between buyer and seller has changed as it pertains to who has information. And it’s not because the Internet allows buyers to turn the tables on sellers and sales organization, although … [Read more...]

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