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The world you and I sell in is not only competitive, it becomes more and more competitive each day. The challenge with that, is that it becomes more and more confusing for the buyer and, oftentimes, they make the WRONG decision. So how do we help them make the right decision? By throwing in an … continue reading »

Every year, during the first week of January, my inbox explodes and my phone damn near does the same thing. Luckily I make enough opportunities on my own to cover the other 51 weeks but that week in January is really special. It’s a week when sales reps believe in the freshness of the new … continue reading »

I once read this book by Dan Kennedy where he referenced an interesting scene from Boardwalk Empire. Hardeen Houdini (Harry’s Brother) was talking with some people at a cocktail party when they asked him about his brother’s famous escape from a straight jacket, while being suspended, upside down, several stories in the air. Hardeen becomes a … continue reading »

What is your plan to keep your deal moving forward BEFORE it has a chance to stall? And should your deal linger a tad too long, what’s your plan to get it back on track? You’ll find that the quality of your communication is so much better when; You’ve thought it (thoroughly) through in advance! … continue reading »

This is the time of year when many sales leaders are knee deep in planning their January “Sales Kick Off” meetings. While there are many things you need to consider (like hiring a kick ass speaker) there’s one, absolutely NON NEGOTIABLE thing you need to include but; Before you decide to blow this blog post … continue reading »

So there you are, facilitating an awesome meeting with a prospective client. You’re in your zone and things seem to be pointing towards a “YES!”. You can almost see the victory parade back at the office and you are fully prepared to tell your co workers “Don’t hate me because I’m beautiful” Perhaps even a … continue reading »

Let’s face it, next week, is going to be crazy here in the US. We’re all going to be trying to get our work done BEFORE we break for a well deserved, 4 day weekend, then; Next thing you know, its going to be only a few days out from our How To Close The … continue reading »

The questions we ask a potential client can make or break the deal. Execute properly and you pave the way for a higher probability sale. Execute poorly and you disconnect! Here are several of the mistakes you need to avoid, at all cost! 1)    Failure to establish the proper environment. This includes everything from not having … 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 »

So here we are rapidly approaching year end, and suddenly you find yourself sitting on a bunch of deals, that seem to be dragging. And it’s a difficult situation because you want to move things along but; You DON’T want to appear desperate and you certainly DON’T want to become a newly anointed pain in someone’s … continue reading »