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How To Handle Objections

Objections are one of those things that we all encounter as salespeople, within every conversation that we have. How we handle them varies. Few do it well. Even fewer are able to turn objections into value-add statements and questions.

And like...

Trust and Communication

The idea of being able to pick up on clues to someone else’s communication style and use that to adapt your communication style can seem insincere to some. Like you aren’t being true to who you really are.

What Buyers Really Value

An entrepreneur sent in a great question recently. She asked; “Besides bringing value and educating the buyer, what do buyers appreciate most in a sales person these days?”This is an important question, especially when you consider the topic of...

The Art and Science of Layered Sales Questions

At this past week’s #livesaleslab we talked about asking questions. It came up in nearly every conversation we had in the past week with new coaching clients so it was hard to ignore. I have always called it drill down questions, but I like...

4 Things That Really Irk Me About Sales Processes

In case you didn’t know- I have not been one of those ‘lifelong’ salespeople. I disliked sales so much, that when I settled on what I wanted to learn in college, it was marketing because I wanted to learn how to use marketing to make salespeople...

No Proposals Before You Close

How do you close the sale that has had a proposal out for a month now but which you still have no word on?

Not just close it using tricks, but how to do it right, and comfortably, to make sure it is profitable for both parties? This is especially...