Before You Pitch, Ask This One Question
The best salespeople understand why this is a strong move.
Bad News for a Customer? Don’t Wait to Tell Them.
You can’t always control the news, but you can control how you deliver it.
Your Main Contact Might NOT Have The Authority to Say "Yes"
I learned this lesson early in my career.
Stop ONLY Chasing The Whales
Stop dismissing the deals that seem “too small.” They might be the reason you hit quota.
Great Management Makes All the Difference
These are vital skills most managers are lacking…
Stop Saying Big, Fancy Words. You Sound Dishonest!
Here’s why it’s a big turn off for customers.
Don’t Make Big Promises at Your First Meeting.
There are better ways to get their attention. Do this instead!
Windows of Opportunity Can be Small. Seize Them!
Life gives us all kinds of opportunities. Make sure you don't miss your chance!
Your Customer Doesn’t Need a New Best Friend.
Being told to build a relationship is not the same as trying to become close friends.
The People Who Interrupt The LEAST Actually PERSUADE The Most
Don’t have the gift of gab? Not a problem!
“You’re Too Expensive”
If your customer says this to you, one of three things have happened:
Sales Speakers Should be Sales Reps First
It always amazes me how often people are being paid to "teach sales" who have never really done it.
If You're Not Researching Your Competition, You're Losing Deals
Follow my advice and you'll blow your quota out of the water year after year.