Eat Their Lunch: Winning Customers Away from Your Competition contains a chapter about Capturing Mindshare or, put another way, shaping the lens through which your dream client views their business, their challenges, and their opportunities. The…

I recently had a client describe me as non-slimy. Those were the words he used to describe our interaction. For this to mean anything worth exploring, you would have to believe that there is a way to be slimy in sales. Naturally, I asked for…

One of the ways salespeople were taught to uncover a compelling reason for their dream client to change or the source of their dissatisfaction, was by asking the single question, "'What's keeping you up at night?" I am not certain where this…

The current thinking on sales is that your client is either unaware of the need to change or already motivated to change, something we might have described as either dissatisfied or satisfied. Naturally, salespeople prefer their dream clients be…

When I wrote Eat Their Lunch, my editor recommended I remove the words “strong bias” from one chapter heading. In his view, the words were too charged for our hyper-political climate in the United States. I took his recommendation and instead…

Since publishing Eat Their Lunch: Winning Customers Away from Your Competition, I have more than a dozen times been asked if one can start at Level 1 (the value of your product or service alone) and grow into Level 4 (the value in strategic…

Fear has no place in sales. You are now being told that you must not use any form of cold outreach to engage your prospective client. To do so, say some, is to destroy your chances of developing relationships and making your intentions suspect.…

A lot of people say they want to be consultative, a peer, their client’s trusted advisor. There are, however, some behaviors that prevent one from being able to occupy that space. Here are a few of the things that cause you to retain your status…

You can’t be a trusted advisor and a consultative salesperson and also be a marshmallow. You can’t be your dream client’s peer and be fearful of them at the same time.

For all the talk about the stereotypical salesperson being a self-oriented…

There was a salesperson in my territory who I continually found myself competing with for new business. This salesperson was attractive, aggressive, and professional. Any prospect who met this salesperson was immediately blown away, impressed…