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Life Rule #1 Applied to Sales

We’re living through some scary times right now. There is a lot of uncertainty. I personally know many people who were furloughed last week, or even laid off. You probably do as well. In times like these, it is easy to panic, and let emotion take over....

Validating the Client’s Priority List

Your clients have limited bandwidth. Like any other human beings, while they may have a large todo list, the brain’s ability to focus is limited. Science tells us that there really is no such thing as multitasking. People who claim to multitask are actually...

Finding The Tripwires

March of 2020 is a very far from normal for residents of the United States. Over the last 18 days we’ve been seeing an escalation of how seriously people are reacting to the COVAD 19 Corona Virus situation. I’m a student of human behavior science, and in...

Being a Permanent Student

As a sales consultant, I find that I’m playing the role of teacher in most of my interactions. That is probably to be expected for a consultant, but even when I was selling full time, or when I sell now, I am usually in the role of teacher. That’s a good...

Unasked Questions Kill the Sale

Many years ago, I took my wife’s SUV back to the dealership for the 1 year service. While waiting, I decided to wander through the sales area and check out the new models. My wife had purchased that SUV a year prior, and just 5 months prior I had bought a 2 year...

Quarterly Q&A

The questions keep coming in through some of the Linkedin groups. I thought I’d address a few more this week. Q – What do you do with prospects that never respond? A – Two things. 1) I assume that the lack of response has nothing to do with me personally. They...

Elephants, Blind Men, Lobsters, and the Titanic

I was recently reminded of the elephant parable. Some version of this story has been told across different cultures for hundreds of years. This is how author/podcaster Tim Ferriss described it on one of his recent blog posts:“It is a story of a group of blind...

Understanding The Budget Objection

Perhaps the most common objection sales professionals face is the “No Budget” one. It seems like a complete killer of opportunity because it implies that the prospect has no power to buy, regardless of their level of interest in the solution being sold....

Danger Signals

Your prospects are first and foremost human beings. While that may seem obvious, many organizations still sell like the prospects are computers. They ignore the fundamental truth that people (humans) do not make their decisions solely based on an analysis of data....

So You’re Saying There’s a Chance

I was cleaning out the garage the other day when I found a mystery box. You know, that duct taped cardboard box that is so important that you’ve moved with it 6 times in the last 15 years. So important that you’ve NOT opened it in 15 years, and you have no...