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There are things you should be doing on the front end of your deals, so you can avoid things like; Objections Stalls Playing a Defensive Game In A Competitive Sale Loss of Momentum A Price Obsessed Prospect A Prospect “Ghosting” You Losing An Opportunity When was the last time you stepped back and thought about … continue reading »

I’ve put together a special, 2 session, on-demand course, to help you get more of your deals across the finish line! Here’s what you’ll gain access to; Session I (Prerecorded View Whenever You’d Like) *The one question you MUST ask the minute you set the appointment. *The Pre Appointment Packet you need to get into … continue reading »

There’s a really simple and yet really effective way to give your prospects a gentle nudge, and; In this week’s episode of The Sales Playbook Podcast, we’re gonna go there! Right click here to download this episode or scroll down for additional listening options. Have You Downloaded My How To Close More Deals Resource? Here’s … continue reading »

How do you take control of your deals WITHOUT being controlling and manipulative? In this week’s episode of The Sales Playbook Podcast, we’re gonna go there! Right click here to download this episode or listen to this episode on your favorite podcast platform. You can also listen to this podcast; On Spotify by clicking HERE Apple Podcasts by clicking HERE … continue reading »

So there you are competing for someone’s business, and then you find out that your competitor is badmouthing you. What do you do? I have a three step formula that I teach my coaching clients, today I’m going to share the first step; Neutralize! When we neutralize something, we’re stopping something from becoming effective or … continue reading »

Want to know the most basic way to get someone’s attention? It’s actually simple; Break their pattern! I borrowed that from Chip Heath, co-author of Made To Stick, and it has prospecting written all over it! Too many times, we find ourselves knee-deep in a pattern of; We call, they blow off the call and … continue reading »

There’s a super simple way for you to optimize your sales efforts, and; In this week’s episode of The Sales Playbook Podcast, we’re gonna go there! Right click here to download this episode or listen to this episode on your favorite podcast platform. You can also listen to this podcast; On Spotify by clicking HERE Apple Podcasts by clicking HERE … continue reading »

Every once in a while, you witness awesome salesmanship, and it’s so good, you have to share it with others. You’re gonna love this one! I was enjoying a nice cigar at my local cigar lounge, and the owner was getting an estimate to have his floors steam cleaned. The rep did something brilliant; He … continue reading »

Authority is a powerful form of influence, and when you establish it; It can dramatically change the trajectory of your sales cycle! That’s why you need to establish it early during your prospecting cadence. One of the easiest ways to establish authority is to take on the role of “teacher” with your prospects. Here’s a … continue reading »

There’s a simple modification you can make to your prospecting messaging and; It will set you apart from your competitors. Ready? Leverage The Law Of Reciprocity! The Law Of Reciprocity is a basic law of social psychology where we tend to pay back what we’ve been given. We see it every day in simple form … continue reading »