Have you ever landed a sale with no objections? I mean, not one “no”—or even an “I’m uncomfortable with this or that?” That’s not selling; that’s just taking an order. You might as well ask, “Do you want fries with that?” Objections are
Listen to my Podcast on Salesforce Quotable where I answer some very interesting questions and have a little fun with my host, Kevin Micalizzi. I even share a VERY personal story that I’ve never before revealed in a public forum!
One of the number one reasons your customers don’t buy from you has nothing to do with a competitor down the street and very little to do with big brands with cool new products.
They aren’t buying from you because they prefer the status quo.
I’ve been talking a lot lately about ways we sabotage our goals. It hit a chord with thousands of professionals. Why? Because we spend an awful lot of time strategizing our goals and dreams, but very little energy contemplating the forces that sabotage those dreams.
It happens all the time. You’re lucky enough to land a qualified prospect, you create strong rapport, your customer loves your product, the price is right. There’s just one problem. They need to speak with their brother (or mother, or doctor, or lawyer, or board
To move past your current limits, you must know how what you’re doing wrong, and especially what you’re doing right. But unfortunately, many salespeople let their ego get in the way of their growth, and many sales mentors, well, have never learned the art and
I was fascinated with the New York Times article, “The 36 Questions That Lead to Love” which references Mandy Len Catron’s Modern Love essay, “To Fall In Love With Anyone Do This.” Why do questions help us build heartfelt connection? And if 36 well-crafted questions
You may have heard the term “mastery”, but what is “unconscious mastery”? Unconscious Mastery is taking a step beyond just being great. It means you’re so accomplished that you can perform your craft without thinking about the details while doing it, even under awkward or