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Transform your sales approach: Unleash success now

So, you've hustled and booked those critical meetings. Now, what's next? The burning question often is: What do I say? What do I ask? And what do I do with the information?

Do you want my money --or not?

We're doing this series of episodes and interviews to understand what's really going on behind the buyers' eyes in mind. How do the things that we do as salespeople influence their buying decisions? How does it impact even the perception of sales?...

Sales: Do you possess this superpower?

It's one thing to be able to sell to someone when we know that they're coming to us with a particular problem. But as Daniel Pink wrote in his book, To Sell is Human: "Our job is helping them uncover those problems that they don't know that they...

Yes. Buyers WANT to buy your solution!

Believe it or not, buyers want to buy your solution. And for the most part, buyers have an idea of what they need and how to get there because they have goals in mind. 

Are you asking your buyers GOOD questions?

Everyone wants to improve discovery calls, which I love because I often say that the close starts when you say hello. In fact, it begins a lot sooner than that when you consider how much research buyers are doing online.

Do surveys help your buyer feel valued?

Tonya Bjurstrom and I had a fun chat about surveys because I love Tonya's latest newsletter, where she said, "When's the last time you took an online survey and thought, Wow! This is great! I feel so valued!"? 

Not booking meetings? Try doing better research.

It takes too long for me to personalize my messages myself. How am I supposed to meet my activity levels and book enough meetings if I'm researching every person that I reach out to? 

Great question! I hear this actually a lot from SDRs that I work...

Asking For Pain In Sales Conversations

Okay, super quick coaching tip for y'all. Have you ever wondered why our buyers recoil from us? Perhaps it is because we are so often told in sales that it is our job to dig for, discover, and uncover the pain. Then we become so laser-focused on the...

What to say when they actually answer the phone

I was sitting here in my kitchen thinking about what is my afternoon snack going to be and what my coaching takeaway of the day going to be?

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 layered...