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...

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.

You’ve heard a customer say it: “Let me think about it.” Here’s what you must do next to overcome that frustrating objection.

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...

What's my million-dollar objection handling strategy? It's simply this: use examples of your current customers to handle all objections.

“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).

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.

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.

Let’s call a spade a spade. What Wells Fargo did was illegal. And it impacts us all…

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…

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…

Conditions change much faster now than before making it a fundamental mistake to assume that the goals you set cannot be changed…

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…

Sales activity problems are different from sales revenue problems. Activity-related problems, on the other hand, always have their roots in prospecting…

What does the future look like for sales organizations? I have three predictions that you can't ignore…

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…

Today, the way people buy multimillion dollar products and services is no different than how you and I buy a pair of jeans…

In my work with top performing sales teams I’ve found that leaders who exhibit three consistent traits create perpetual revenue growth…

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…

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…