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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...
The Missing Valid Reason Error

The Missing Valid Reason Error

A sales call isn’t about you. It is about your prospect. That is a fundamental principle that anyone in sales must embrace or they’re not a sales professional as much as they are a panhandler or a con man. I don’t pull my punches around that issue. Mainly because if...