My Secret for Asking for the Close
Let’s face it: Asking for the business can be terrifying for many sales reps. But here’s a game-changing approach: Start closing early… For more strategies like this, check out my …
Unlock this Powerful Sales Word
Ready to flip the script on stubborn prospects? Learn why this word is your new secret weapon. Also – don’t forget to check out: Your Prospect Needs Proof!
Turn Objections Into Opportunities
Handling objections can be a real challenge for salespeople. But here’s a tip: rather than viewing objections as roadblocks, think of them as opportunities to have a conversation with your …
Competitive Differentiation: Selling Value and Negotiation
Selling value and strategic negotiation are critical when it comes to competitive differentiation and sales training. With inflation on the rise today, many sellers ask me: “How are we supposed …
Unsticking What’s Stuck
Two of the toughest problems that salespeople struggle with are knowing when to recognize a deal is stuck, and understanding what needs to be done next. Stuck deals aren’t just …
Is Your Sales Team Prepared To Succeed?
Are your sellers falling short in their negotiations? “The more you sweat in times of peace, the less you bleed in war.” This great saying is a wonderful reminder for all …
Beware the Oversell
One day, while in my former job with Open Text, I saw a deal quickly turn sour thanks to a common yet risky sales tactic. My over-enthusiastic salesperson, on the …
