Flip the Script on Sales Negotiations
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How do you feel about negotiation? For most of us, if we had to describe “negotiation” we imagine the back and forth pull and tension... Read More
Sales Call Pushback – Turn it On Its Head
Many sellers approach sales calls for business development with some anxiety. I can completely understand that feeling. In spite of good, better, and even amazing... Read More
Is It BAD Sales Advice? Be wary …
Look, y’all, you know the saying about “Opinions”, right? That everyone has one and everyone is entitled to one. My “opinion” about Sales Advice is... Read More
Client Gift Giving Guide: What NOT to give and 6 Ideas They’ll Love
If you’re in my salespeople posse, around this time of year, we start talking about getting through the Holiday season as productively and profitably as... Read More
Helping vs Selling: The Modern Sellers Creed
There is a great commercial out now that reminds about what the true meaning of “Selling” should be. It’s a Capital One pitch for their... Read More
3 Seller MUSTS for Effective New Business Development
I remember a funny moment about 10 years ago when a client figuratively slammed the door on me. I had set my sights on this... Read More
Be a Conduit and a Connector: HELPFUL to prospects, buyers, and customers
What’s the biggest hurdle you face when selling to someone? Well, other than getting their initial attention and time in front of them, your biggest... Read More
Move Your Buyers from Price to Value with this ONE Question
So many of our blog posts and discussions are fruits derived from working through situations with sales teams in sales meetings and training sessions. I’ve... Read More
How do you counter this common buyer push back and move the conversation forward?
It’s presumptuous to think that your customers don’t already have a solution for the service or product you provide. Perhaps presumptuous isn’t the right word.... Read More
Are you showing up for the WRONG Reasons?
Let’s do a reality check. Your Customers Know If You’re Showing Up for All the Wrong Reasons. They can smell it. Even on the phone.... Read More