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In preparation for our upcoming webinar, 12 Ways To Safeguard Your Sale, we’ve been talking a lot about taking BETTER control when things get competitive. Here’s a quick refresher, in case you’ve missed any of these lessons. Avoid These 5 Mistakes When Competing For An Account by clicking HERE. Learn How Analogies Can Help You Articulate … continue reading »

I have 3 resources for you that are available as instant downloads. Want to send a BETTER sales email? Better yet, would you like 17 templates? Click HERE. Would you like 10 templates and a plan to generate MORE leads via LinkedIn? Click HERE. Would you like a plan (and 20 templates) to get BETTER at … continue reading »

Last week, we launched our 2 session Prospect Like A Pro course but due to your busy schedule, you might have missed all the fun, the 75 tips and tactics and the 20 templates. Since we just finished Session 2 a few hours ago, I’m please to announce that both session are now available as … continue reading »

Today, we’re going to take a page from Verizon, Progressive Insurance and NAPA Auto Part’s playbook! All three have leveraged a sales tactic that most sales reps miss completely; Making Intangible Things TANGIBLE! Let’s take a quick look at each of these companies and how they absolutely ROCK this tactic! Verizon Take a look at … continue reading »

Many times we look at the questions we ask in an informational context or; We kid ourselves into thinking great questions must be asked to “find the pain”. I created a FREE PDF to hopefully show you a different perspective. You can download it for FREE, by clicking HERE. By the way,there’s so much more … continue reading »

Many of us were force fed a half truth that has cost the sales profession billions of dollars! We all were taught to; “Look for the pain” While pain is the single biggest motivator for change, going into a meeting and probing only for pain is sales malpractice. Contrary to what we’ve been taught, pain … continue reading »

A few days ago, I shared a blog post on how to make your testimonials more legitimate. I held off on one other thought because I felt it deserved it’s own post. I’m going to warn you that this idea is going to seem a tad counterintuitive, but hear me out anyway. Ready? A good … continue reading »

Buyers can easily become skeptical, doubtful and hesitant, causing our deal to stall and even crash and burn! This week, we’re going to talk about how you can use analogies to help make your point in a way; That reduces skepticism, hesitation, doubt and even objections, in a way that; Your competitors are completely missing! … continue reading »

I’m a firm believer in the power of testimonials but; Not so much in the power of the questionable testimonials I see on many people’s sites. What makes a testimonial questionable? The main thing that makes me question a testimonial is the name of the person giving it. Like “Richie D, Massapequa, NY” “Richie D” … continue reading »

For many years I thought coaches were displaced business folk, who needed to pay the bills, and then had a revelation that ended with “I know what I can do; I’ll coach!” Several  years back I changed my thinking and miraculously enough, my results changed too! Here are 3 reasons why I think getting a … continue reading »