Unsticking a Stuck Prospect
The fastest way to give the customer the confidence to move forward is to show them they aren't entering uncharted territory. Here's how...
Don't Give Up Too Soon
Do you give up too soon? 75% of buyers will only say "yes" after the seventh follow-up attempt, but 95% of sellers give up after the fourth attempt.
Overcoming the Dreaded “Let Me Think About It” Objection
You’ve heard a customer say it: “Let me think about it.” Here’s what you must do next to overcome that frustrating objection.
Sales Closing: How to Ask for the Sale
When it comes to sales closing, sales training, or sales prospecting, have you been taught how to actually close? I meet a lot of salespeople who...
My Million $ Objection Handling Strategy
What's my million-dollar objection handling strategy? It's simply this: use examples of your current customers to handle all objections.
Handling the Dreaded Price Objection Like a Boss
“Your price is too high!” In this blog, I share my favourite approach to this common objection (it involves asking a simple and powerful question).
How to Avoid the Price Trap Once and for All
I always get asked how to either reduce or eliminate the pricing objection from the sales process. It’s easy! Here’s what you have to create.
Using Criticism to Maximize Sales
If you want to maximize sales, use criticism! You’ve probably had to deal with professional criticism at some point (or often) in your sales career.
Wells Fargo: Calling a Spade a Spade
Let’s call a spade a spade. What Wells Fargo did was illegal. And it impacts us all…
Right Price. Wrong Assumptions.
What do I do when my customer says our price is too high and that they can get what I’m selling for less elsewhere…
Missed Sales Targets? Sales May Not be to Blame
When a business fails to meet its sales target, sales usually gets the blame! Sound familiar? Don’t be so quick to jump to conclusions…
New Course, New Thinking
Conditions change much faster now than before making it a fundamental mistake to assume that the goals you set cannot be changed…
All Hands on Deck
The expression all hands on deck neatly sums up how teams with a range of responsibilities unite to do one job: keep the ship afloat in rough seas…
The Omnimedia Solution for Growth
Sales activity problems are different from sales revenue problems. Activity-related problems, on the other hand, always have their roots in prospecting…
I Have Seen the Future of Sales
What does the future look like for sales organizations? I have three predictions that you can't ignore…
Better by Choice - Not by Accident
When it comes to accelerating sales and motivating people to deliver peak performance, nobody gets better on their own. Successonly happens when you make deliberate choices…
It’s B-2-All Now!
Today, the way people buy multimillion dollar products and services is no different than how you and I buy a pair of jeans…
Willing to Take the Leap to Perpetual Growth?
In my work with top performing sales teams I’ve found that leaders who exhibit three consistent traits create perpetual revenue growth…
The Perils of a Boom Bust Sales Cycle
The best companies don′t tolerate boom and bust mentalities. The instead focus on how to create a perpetual sales boom. While this may be considered unconventional…
Tangible Value is Only Half the Equation
Conventional wisdom says that sellers must communicating tangible value for your clients is order to keep them happy. But keeping them happy is not enough. To accelerate your sales, you must ensure they are satisfied and loyal…