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Wouldn’t it be nice to get a few more deals across the finish line? Sometimes that’s easier said than done! There are competitors and internal stakeholders whispering in your contact’s ear (both ears if they have two) There are obstacles, stalls and objections you need to overcome so; How Do You Take BETTER Control . … continue reading »

What if we DIDN’T allow others to talk us down on price? Here are a few reasons why it might be something to consider. 1) “It isn’t fair to my other clients who pay full price!” I put that one in quotes, because that’s what I say, word for word, when someone wants to play … continue reading »

In this week’s episode of The Sales Playbook Podcast we discuss a period of time that exists in ALL deals where the rep is most vulnerable! Oh, and we also talk about what you can do about it. Download this episode (right click and save) IMPORTANT Deadline . . . Registration is about to end … continue reading »

I’d like to make a quick suggestion if you don’t mind (even if you do mind). If you haven’t signed up for our Closers Academy, please do it NOW. Next week you’ll be coming off a holiday week and caught up in all the typical “month end” stuff. Next thing you know, you will have … continue reading »

Let’s talk a little about 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 … continue reading »

So there you are in a situation where you know, definitively, that you are one of several companies competing for an account. Beware of these 5 mistakes; Assuming That You Have To Sharpen Your Pencil (even when you are told you need to). This puts the focus on price, and focusing on price leads to “sales … continue reading »

I often wonder, how many sales reps make the mistake of pouring a cup of coffee, in front of another sales rep (or worse yet, multiple sales reps) only to be reminded that; But coffee (or the God given right to pour it without being subjected to ridicule) isn’t the ONLY thing for closers! Fatter … continue reading »

I start by approaching potential clients who have a higher degree of urgency to make a change NOW. When someone agrees to meet with me, I typically gain access to ALL the stakeholders by asking in a way that doesn’t seem like I just “diss’d” my contact. I send along a very specific FedEx BEFORE … continue reading »

What do you do when you learn that you and your competitor(s) are competing for the same account? For starters, you can leave landmines! A landmine is something you leave behind that educates the prospect and forces your competitors to play a more defensive game. Its also something that forces your competitor to expose their weaknesses. … continue reading »

A little over a decade ago, I was training a team at MTV and experienced somewhat of a “left hook”. Some people had their nose in their phones and laptops and really DIDN’T seem to be overly engaged in my session. While you could easily chalk this one up to being “par for the course” … continue reading »