Category: Uncategorized

There you are minding your own business and then it happens; Your prospect drops the “We’re going to be taking 3 bids on this” bomb! Here are a few things to think about. First, leverage the situation. How! By using their statement to learn some useful things; Ask Them Why. Seriously. Ask them why. There might … continue reading »

You might be underestimating your competition big time! Your competition ISN’T just some company trying to sweep your prospect off their feet; It’s EVERYTHING competing for your prospect’s attention. In this week’s FREE audio sales lesson, I share 10 ways to keep your prospect engaged and; For you to stay top of mind while they … continue reading »

I don’t care what you sell. I don’t care how complex your solution is; There is one part of EVERY sales cycle where you are most vulnerable. In this week’s episode of The Sales Playbook Podcast I explain where/when this happens and; 10 things you can do about it! Download this episode (right click and … continue reading »

You’ve worked hard to get in front of the deals you’re working on but that’s only the beginning! How do you safeguard those deals from things like Competitors Lost Momentum Lack Of Urgency Internal Politics Skepticism, Doubt and Objections And did I mention those pesky competitors of yours? And just for sh*ts and giggles . … continue reading »

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 »