Guiding Prospects Through Decision Making
There’s that moment. You’ve given your best pitch. You’ve handled the questions. You can feel the sale on the edge of a yes… and then it hits: “I just need to think about it.” If you’ve been in sales longer than 10 minutes, you’ve heard those words and you know they can be the beginning […]
How to Create Urgency in Sales
Two prospects hear the same pitch. One buys on the spot. The other delays and disappears. The difference? One had a reason to act now. The truth is, most prospects don’t say no—they just don’t say yes. In many cases, it’s not because they’re unsure about your product. It’s because they don’t feel a compelling […]
Stop Objections Before They Start with the Inoculation Technique
Most salespeople think objections are inevitable—but they don’t have to be. In fact, you can stop them before they start. That’s where one of my favorite tools in the sales strategy playbook comes in: the Inoculation Technique. Taught in top-tier sales training programs, this approach helps you anticipate your prospect’s concerns and defuse them before […]
Using Presumptive Statements to Close More Sales
Ever had a prospect who seemed super interested—nodding, asking great questions—but then suddenly hit you with the classic, “Let me think about it?” Frustrating, right? You’re not alone. One of the most common—and painful—challenges in sales is getting prospects off the fence. They’re engaged, they like the offer, they should say yes… but something stalls. […]
Rushing Sales Conversations Hurts Your Performance
Many salespeople make the critical mistake of rushing through sales calls because they fear taking up too much of the prospect’s time. Have you ever done this? You don’t want to be a bother or you don’t want the prospect to end the call, so you try to get it done quickly. You fire off […]
Don’t Let Prospects Forget About You
Have you ever jumped on a sales call only to realize your prospect seems distracted, disengaged, or even completely unprepared? Maybe they forgot about the meeting, are scrambling to recall who you are, or are multitasking while half-listening. Few things are more frustrating in sales than speaking to a prospect who isn’t fully present. When […]
Getting Prospects to Recognize That Their Problem Is Urgent
One of the biggest challenges in sales isn’t identifying a prospect’s problem—it’s getting them to feel the urgency to solve it. Many buyers acknowledge they have an issue but often downplay the consequences of leaving it unresolved. For example, a prospect may say, “Our cleaning company is dropping the ball, so we’re just looking at […]
Giving Your Sales Conversations Direction
One of the most common reasons sales fall through is that the salesperson fails to guide the conversation effectively. When prospects are uncertain, they delay decisions, hesitate, or lose interest. Without a clear direction, they become overwhelmed by choices, unsure of the best course of action. Instead of feeling confident in their next steps, they […]
Using Assumptive Language in Sales
One of the biggest obstacles in sales isn’t rejection—it’s indecision. When prospects feel unsure, they hesitate, delay, or avoid making a commitment altogether. Surprisingly, many salespeople unintentionally reinforce this uncertainty by using hesitant language like “if” instead of assumptive language like “when.” Assumptive language subtly removes doubt and positions taking action as the natural next […]
Prospects Delay Decisions Without Urgency
One of the biggest challenges salespeople face is prospects who delay making a decision. Even when they’re interested, they often put off committing to a purchase. Without urgency, deals get pushed back indefinitely—or lost altogether. A great way to create urgency is by tying the prospect’s decision to a time-sensitive outcome. For example, if a […]