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Time Management For Sales Professionals

This is a presentation I recently delivered for a client who paid me a bunch of money to train their sales team… I figured you might appreciate getting it for free. The worksheet referenced in the video can be downloaded HERE

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Success in Sales Requires the Right Mindset

In recent post, one of my favorite sales ‘gurus’ S. Anthony Iannarino stated (quite accurately) “Who you are matters more than what you do.” — In ‘The War of Art,’ Steven Pressfield shares this: “The place from which you are speaking matters more than the words you say.” — Mahann Khalsa of Franklin Covey fame says: “Intent counts more than …

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Close More Deals: Don’t Fall for “It’s Important”

In my work with clients I do a lot of deal coaching. This involves me working with the sales team to dissect opportunities in order to understand where we really are in the customer’s buying process (versus where we think we are.) More importantly, the goal of Deal Coaching is to develop a plan for us to advance the deal …

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The Social Media Tool Everyone Forgets to Use

I recently put up a handful of videos on cold calling techniques on YouTube. Not surprisingly, I got the usual round of folks who decry the use of cold calling at all and say it’s unprofessional, inefficient and a waste of time. I wanted to put that myth to bed once and for all. Click Here To Receive A Free …

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Start Every Sales Call with These Two Questions

Artful Discovery involves more than simply gathering requirements. Instead, Discovery should represent a collaborative process where we help expand our knowledge about the prospect’s Need, Buying Process, and Desired Results Click HERE To Download My Cold Calling Playbook Personally, I consider Discovery to be the most important part of the sales process because it establishes a context in which we …

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Closing is Black and White

The questions I use to determine whether a deal will close can be answered with a Yes or a No. Does the person you are speaking with have the authority to make a decision to purchase [OUR PRODUCT OR SERVICE] should you choose without asking anyone else? Has this Person of Authority agreed to a timeline for making a decision …

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Get Prospects to Share Their Secrets

The only thing we sell is transformation. Customers purchase a journey from their ‘less desirable current state‘ to a ‘more desirable future state.’ To sell this journey, we must acquire three pieces of information. 1)  An accurate depiction of the prospect’s current situation 2)  An understanding of the prospect’s desired future (what ‘better’ looks like.) 3)  The specific and measurable value they place …

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How To Be Happy

Have you ever said I just want to be happy? What you probably meant was I want to stop feeling the negative feelings I feel. Most likely, your goal is ‘not-being’ sad (or anxious or frustrated or whatever.) Unfortunately, you can’t escape something by focusing on getting away from it. When your goal is to ‘not be sad’ you are …