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Unasked Questions Kill the Sale

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

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

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

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

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...
Shawshank the Voicemail

Shawshank the Voicemail

In many recent trainings, the subject of voicemails is coming up as a challenge. Seems many sales professionals are quite conflicted on whether leaving voicemails is a good idea. After opening a few posts on the subject on social media and seeing the responses and...
The Sales New Year is Here

The Sales New Year is Here

OK. It’s time. I’m calling it. Time to let go of 2019 and start moving forward, looking ahead. I mean it. Next week is Thanksgiving. Unless you work on a very, very short sales cycle, you’re done for 2019. Every year around this time, I see companies...

Why Prospects are Rude

Over the weekend, a video came across my social media feed that was both entertaining and enlightening. The host was walking around a downtown area interviewing people and asking them what they think about sales people. Predictably, most of the sentiments were...
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...