My brother-in-law is a football coach. His oldest son started as a quarterback in his freshman year of high school, and he started as a safety on defense. He was the best player on the field and eventually played for Ohio State. My…Continue Reading
For as long as anyone can remember, salespeople have suggested that the very best way to acquire a new client was through a warm referral from an existing client. The salespeople who would tell you they prefer referrals would also tell you that…Continue Reading
In Eat Their Lunch: Winning Customers Away from Your Competition, there is a chapter on Capturing Mindshare, a process you could think of as how you might shape the lens through which your clients view their world, their business, and their…Continue Reading
When you lead with your higher price, you have a chance to justify—and demonstrate—the value you create that is worth paying more to obtain.
When you provide your higher price later in the sales conversation, if you have not differentiated…Continue Reading
It is vital that you respect your client. But it is equally important that you don’t fear your clients—or your prospects. If you are afraid of clients or prospects, your aversion to conflict will cause no end of problems, beginning with things…Continue Reading
Much of what I write here is going to be anathema to a particular variety of sales experts and those who read too much into the idea that relationships are no longer critical in sales. Much of the dominant opinion that relationships don’t matter…Continue Reading
There are more ways to get a demo wrong than there are ways to make it compelling and useful. If what you sell requires you demo for your prospective clients, the following eight laws will allow you to rule your demo—and improve your odds of…Continue Reading