In sales interactions, there are things that are unknown. It is a mistake not to ask for and discover the things you know you need to know to do your very best work for your dream client—and so you can create a preference to work with you (the…Continue Reading
Here is what I want you to do today. I want you to log into your CRM and pull your total pipeline. Once you have the complete list of every opportunity you are currently working, I want you to note the method of prospecting that created that…Continue Reading
It is difficult for salespeople to command their prospective client’s time. This is a symptom; it is not the disease. This means that the things that you might do to alleviate the symptom are not likely a cure. The cure would have to eliminate…Continue Reading
The more you treat people like they’re a transaction, the more they will treat you the same way.
There are a lot of things that you might buy or sell that require nothing more than a transaction. You can buy a lot of things for your household…Continue Reading
The modern salesperson is not what you have been told. They aren’t digital. The modern salesperson isn’t a “social seller” either. Digital is a tool kit and, therefore, it is no indication of what makes one a modern salesperson. The modern…Continue Reading
I am full hot on this idea right now. If you are a salesperson, this is what you should spend your time working on now. If you are a sales manager, this is what you should be building. If you are a sales leader, this is what separates you from the…Continue Reading
There is a reason I suggest that you control the process when it comes to helping your dream client change in The Lost Art of Closing: Winning the 10 Commitments that Drive Sales. This is not a suggestion that you should control the outcome, which…Continue Reading