If You Really Want to Be a Closer

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The real close when you make a complex sale doesn’t occur when your prospect signs the contract and through all your effort becomes a client. The real commitment you need to gain only starts when your dream client signed your contract. The real close is gaining their commitment … [Read more...]

Why BANT Stopped Working

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For decades BANT has served as a pretty good framework for qualifying opportunities. But it's no longer the useful tool it once was. BUDGET Unless your dream client is already purchasing what you sell, they aren't likely to have budget set aside for what you sell. This … [Read more...]

Incongruity Kills Trust

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Incongruence causes people to distrust you. People look to see if your actions match your words. If your words don’t match your actions, they see and feel the incongruity—even if you don’t believe they do. The mismatch is hard to miss. And that mismatch is even harder to … [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...]

Be Completely Sold On You

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How can you possibly persuade others if you are not persuaded yourself? If you don't believe that your product, service, or solution is the right choice for your dream client, how do you expect to persuade your dream client that it is? If you don't believe that you give more … [Read more...]

The Hustler’s Playbook: Hustlers Evolve

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Hustler’s are open to change. The hustler is firm in her convictions, inflexible, and persistent. All of these qualities help the hustler produce results (in business and in life). But when the hustler comes across evidence that indicates that what they are doing might be … [Read more...]

Choosing To Compete for Transactions or Relationships

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There are two ways to think about acquiring new clients and new orders. You can start from a transactional approach or you can start from a more strategic, consultative approach. The distinction is important. Transactional A transactional approach is centered on acquiring … [Read more...]

What Is Not a Buying Signal

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There is a lot of confusion about what is a buying signal and what isn’t. LinkedIn A prospective client accepting your LinkedIn connection request is not a buying signal. The barrier for most people when it comes to accepting connection requests on LinkedIn might be lower … [Read more...]

Always Be Comfortable

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I received a few emails about my Always Be Closing post from yesterday. Some people thought that this was old-school advice of the kind that is no longer useful in today's day and age. One email insisted that not only was closing no longer useful advice, but the better advice … [Read more...]

Always Be Closing

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I once wrote Always Be Advancing. I borrowed the term from Neil Rackham’s 1988 hit, SPIN Selling. The idea is exactly right the way Rackham laid it out in the book. Now I am afraid it is exactly wrong, but only because salespeople are softer than ever and more afraid of any … [Read more...]

Why You Aren’t Buried With Work

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There is a reason you aren’t buried with work that others are. The first rule to getting out of a hole is to stop digging. Some people I know have more work than they can handle. They really want to stop digging, but they can’t. They say “yes” to everything, and they are … [Read more...]

The Leadership Playbook: Too Direct or Too Empathetic

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Leaders need to make effective choices about their approach when they interact with the people they lead. The measure of a leader is taken by how well the leader can match the approach to the situation. Too Self-Directed Some leaders believe that they need to be very … [Read more...]

The Hustler’s Playbook: Luck Loves a Hustler

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The hustler never sits around waiting for their lucky break. The hustler goes out and engages with the world, and in doing so, creates new opportunities. To the non-hustler, it looks like the hustler got lucky. But the hustler knows that luck won’t sit on your couch and watch … [Read more...]

Sometimes You Have to Stand Alone

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There will be times that you have to stand up for what is right, and doing so means you will have to stand alone. Stand anyway. Sometimes standing up for yourself means that you will have to stand alone, too. No matter much how much it feels like you need someone to stand with … [Read more...]

Where Have All the Mimics Gone?

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Some of the best salespeople are mimics. They learn by observing calls of more experienced salespeople or their sales manager. They pay attention, and they make observations about what they are seeing and hearing. But they pay closest attention to what the more experienced … [Read more...]

I Assure You That Relationship Selling Is Alive and Well

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I know many of the voices you hear regularly tell you that relationship selling is dead. I know they mean well, but the choice of words is all wrong. What people really mean when they say relationship selling is dead is that is order-taking, non-value-creating sales behaviors are … [Read more...]

Are You Old School Enough

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Old School is getting to work early, setting yourself up for success, and hitting the ground running. Old School is treating people with courtesy and decency. Old School is being polite. It’s not interrupting someone when they are speaking. Old School is doing more than is … [Read more...]

Common Sales Objections: Interpreted and Translated.

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I speak client. Here is a translation to the objections you heard and what they really mean. “I already have a provider.” Translated: “Listen, I am really busy and you have done nothing to convince me that you are worth my time. Even though I am not in love with my current … [Read more...]

The Leadership Playbook: Execute Before Change

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New leaders often believe that they need to immediately make change. Some believe that the faster they change things the better their results. Other leaders believe the more they change things the better. Sometimes change is necessary, and sometimes fast change is what's needed. … [Read more...]

The Hustler’s Playbook: Hustlers Value Themselves

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There is a psychological phenomenon called impostor syndrome. When someone manifests impostor syndrome, they feel that aren’t worthy of the position in which they find themselves. They run from success because they fear being found out. What if they’re not really that good? What … [Read more...]