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What is Your “Hole Card?”

Here is a good question to ask yourself before every sales meeting with a new prospect:

“What is my edge or ‘hole card’ going into this meeting?” 

Here is what I mean.

The prospect is obviously going to compare you to all other sales presentations he has heard.  There is a huge chance that you are going to fall into the memory pool with everyone else unless . . . you have established some sort of edge going into the meeting that will allow you to stand out. Read more »


Giving for a Living

Have you ever received an unexpected Christmas gift and felt awkward that you had not bought the other person a gift in return? Welcome to the world of deep psychology and something the docs call the “reciprocity principle.”  Psychologists have long known that the act of giving triggers a very powerful response from the person who receives the gift, that is, a natural impulse to level the emotional playing field by giving something in return. And this principle sits at the heart of all business relationships. Read more »



Relationship selling does not revolve around a big bang closing strategy but, rather, a series of smaller answers of “yes” over an extended period of time. There is some powerful psychology that supports this dynamic. Consider the following experiment.

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Firing a Client From Hell!

I know, it sounds like an oxymoron, but there usually comes a time in every salesperson’s career when the best move, both emotionally and often financially, is to fire a client. Obviously this is a last resort after we have tried everything else, but factors might include:

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When Selling Becomes Obnoxious

Since I sell for a living, I like to look for the best in sales situations and generally cut salespeople a lot of slack when they are presenting to me. However, every once in a while I run across a sales platform that goes over the line between being diligent and obnoxious.

I am not going to name the company or service, but the main issue is they had frontline phone salespeople who were poorly trained yet called incessantly to follow up on the initial lead. I did not mind the follow up, but what annoyed me was that these people were obviously reading from scripts and when I asked deeper questions, they not only couldn’t answer them, but they just referred back to their scripts. Also, they had been trained to be way too upbeat in a serious conversation, with the requisite sing song voices, and they did not communicate with each other, so each time I spoke to a rep it recreated the wheel.

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