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The Four Pillars of Logical Trust

The Four Pillars of Logical Trust

We already know that trust is the most crucial element to making a sale. People ultimately buy from people they trust. While liking someone can also affect the buying decision trust still leads the way. Science tells us that trust, at the required level powers about...
The Value of Boredom

The Value of Boredom

One of the core beliefs I hold about sales is that most sales people represent tremendous value to our clients. I have, as I am pretty sure you do, many stories of clients thanking me for helping them overcome serious obstacles to their success. Most of my clients are...
Whose Agenda is it Anyway?

Whose Agenda is it Anyway?

One of the challenges of being well versed and competent in your industry or chosen profession, is the impulse it creates to share all that knowledge. Specifically, in a sales setting, the presentations we create and are so eager to share often gets us off on the...

Own Your Process

You may have missed it, but I made a mistake in last week’s email. I wrote that one of my friends complEmented her husband, instead of ComplImenting her husband. Not a big deal for some of you maybe, but for a grammar dictator like me, it was mortifying to read...

The Rule of Next

If you are committed to success, you are committed to a process oriented approach. If you are committed to a process, then by definition, you have a series of steps in a thought-out sequence. Most sales people who are learning a new process, or committing to one for...

Q&A Break

Thanks for all the great questions submitted on Linkedin yesterday. You guys blew up my inbox. I grabbed the top 5 common themed ones to answer. Q – How do you create urgency in prospects? A – You don’t “create” it. You find it. Urgency...

“They” Don’t Know

There’s a line of thinking many people have out there, that sales is an unnecessary profession. “After all,” the haters will say, “If people need something, they’ll call you and ask for it. Why do you have to bother people?” That is...
The Weight of Water

The Weight of Water

I was working with a group of sales people a few weeks ago on some strong tactical approaches to securing appointments with prospects. As sometimes happens in these situations, we went down a rabbit hole on a very specific element of the approach. Namely, the fact...

Never Ask for the Sale

“Oh, you’re a sales trainer,” he said after someone introduced us. “Always ask for the sale, right?”Wrong. Dead wrong. Over 30 years of selling, I’ve lost count of how many times I’ve been advised to “ask for the...

Sales Leadership Qualifications

If I see a sales team making mistakes, it is almost always due to sales leadership setting the stage for those mistakes. Last week on a client call, my client (I’ll call her Nadine) who is being recruited by three different companies, was really stuck on which company...