Your prospective client asks you for a discount. You tell them you will go and ask your manager what you can do. Your prospective client now knows that they're getting some sort of concession because you didn't defend your price or even attempt to…

I am good friends with Jeb Blount, Mark Hunter, and Mike Weinberg. We do a little show you might have heard about called OutBound. Here we are talking about Jeb's new book, Objections, on launch day.

There is a difference between buys and being productive. There are only two things that make you productive in sales, one is opportunity creation, and the other is opportunity capture.

Productivity is not a measurement of how many tasks you cross off your to-do list or how much work you do. It’s a measurement of the progress you make on important outcomes.

It is very easy to busy yourself doing all kinds of things that make no…

I like chess. More specifically, I like to play the position of White in chess. If you are unfamiliar with the game, White always gets to move first. Black always moves second. Even though not much happens in the opening moves, there is an…

Recently, I had a conversation with a person who told me that one of the leaders in her company led “with the stick.” His view was that a leader leads with something negative instead of positive. It would go too far to suggest that he was…

The eyes are funny things. The retinas project impulses from the optic nerve to the brain, where images are processed--and their meaning determined. Two people with good vision can look at exactly the same thing and see something completely…

You can’t see your own swing. Because this is true, some of the best feedback you can get will come from someone who is observing you making a sales call. Because they are there with the intention of observing with the idea of providing…