On a recent #livesaleslab, we talked about two questions. First, why should people buy from you, and second, why should they buy from you now?
These seem like relatively simple questions to answer.
However, most of the time when I'm asking these...
So, how much does your stuff cost?
When I talk with salespeople about ghosting, when the best time to break up with a prospect is, and how to break up with that prospect, the analogy that's been left with me is dating.
Because throughout the conversation that I was having with...
Do you have one of these health watches or Fitbits? It seems like everyone does. But how many people actually look at their stats or, better yet, how many know what these stats mean in regard to their health? And how will these stats help lead them...
Many salespeople I talk with aren't struggling so much with what questions to ask, but rather;
"What is preventing me from asking the questions that I know to ask and should ask, but I'm not asking them when I should?"
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Have you ever sat down and calculated what it actually costs when a sales hire doesn't work out?
A lot of sales leaders are scrambling to hire right now, and sadly that means that many might be settling for Mr or Ms Right Now, not objectively...
How do you help people buy solutions to problems when they don't even realize that they actually have a problem?
It's one thing to be able to sell to someone when we know that...
When I was about 9 years old, I watched the Dracula movie for the first time, and hence, became obsessed that Dracula himself was living in my mother's basement.
When my mother...
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In the very first Live Sales Management Lab, we discussed how to go above and beyond quota, which means helping our salespeople to identify those personally meaningful goals that are going to stretch them outside of their comfort zone, so that they...
Mauricio Suarez and Michael Douglas (not the actor) joined me on this week's Live Sales Lab recap and generously shared their top tips to close those large complex deals.
First tip: however long you think it will take, multiply by three. Your...
