[NEW] Sales Enhancement Series

I am truly optimistic that 2021 is going to unleash a lot of pent-up demand, particularly in the last two quarters. That said, so much is changing relative to selling with more remote meetings, less travel and less… Read More

It’s About Value

The vast majority of the proposals for goods and services I see written by salespeople miss the only thing the prospect cares about . . . value.

The Mask: How Buyers Reveal Their Preferences

Most of us know intuitively that we each have two personas in play: The person we really are. The person we want the world to think we are. Both affect our buying decisions, but the second persona, our… Read More

It’s About Time

I once asked one of the greatest salespeople I know what the secrets were to his success. He said there were not secrets, but there were definitely two things he tried to manage very well. One was listening…. Read More

Turn Your Prospect Upside Down

Want to have a little fun and stand out with a prospect who you know is creative and has a sense of humor?  Send a letter printed “upside down” on your stationery that goes something like this.

Calming Down to Think (and Sell) Clearly

We can all learn a lot about communications during the current Covid/Economy/Civil unrest situations. Emotions are obviously running incredibly high and communication can be shrill, inconsistent and fearful. But of course, that only adds to the stress in… Read More

A Reminder to K.I.S.S.

When preparing for sales calls or presentations, salespeople often forget to K.I.S.S . . . Keep it Simple Stupid. Salespeople, as a rule, talk too much. WAY too much. One study determined that on a typical sales call… Read More

Turn a Price Objection Around

One way to face off with a price objection when a prospect points to a competitor whom they say is offering a lower price, is to politely ask the client to define the value and benefits the competitor… Read More

The Importance of Collaborative Teamwork

While we are all more isolated than we would like to be these days, we need to keep jumping on the phone or video conferencing to solve problems and generate creativity with our colleagues. Here’s why. In our… Read More

The Psychology of Engagement

It’s well-established that in school, students learn faster and retain information much better when they are interacting with the material rather than just hearing a lecture. The exact same dynamic applies to selling. You can dramatically increase your… Read More

Engaging as Salespeople During These Stressful Times

I’m sure you are very interested in how best to communicate with prospects and clients during today’s hyper-stressful times. As salespeople, you certainly do not want to be trite or minimize things because everybody is processing the situation… Read More

Implementing “The Pause” in Sales Conversations

The big engine is revving back up in many industries. Let’s get back to some selling tips. Some of the best salespeople in the world are trial lawyers. The best ones are excellent communicators and they make it… Read More