What Decision Makers Really Want: Answering the Core Sales Question
Every decision maker, when evaluating your offer, ultimately asks one question: “What’s in it for me?” This question goes beyond price—it touches the core of human motivation: the need to fulfill personal wants and needs. Price often takes a backseat when decision makers focus on the emotional and experiential benefits of your offer. For instance, […]
Rethink Your Follow-Up Strategy: Transforming “Just Checking In”
The phrases “I’m just checking in” and “I’m just following up” are common among salespeople. They’re also ineffective and may even hurt your sales efforts. When prospects hear these phrases, they immediately sense an accountability push which may not align with their level of commitment. They think you’re about to try to hold them to […]
The Foundation of Sales Success: Proven Systems Over Quick Fixes
Sales sometimes feels like a frustrating cycle: starting, stopping, and starting again without any real progress. Many entrepreneurs fall into the trap of seeking quick fixes, like watching videos on objection handling or cramming closing techniques. These approaches fail because they lack a solid foundation, leaving you with one tool—lowering your price—which often leads to […]
Sales Mastery in Any Economy: Why Sales Training Programs Are Essential
Economic downturns test the resilience of many professions—but not for top salespeople. Over my decades as an entrepreneur, I’ve experienced six recessions, multiple market crashes, and several booming economies. Through it all, one truth remains constant: skilled salespeople are always in demand. In times of economic uncertainty, many professionals face job insecurity. Roles become redundant, […]
The Power of Curiosity in Salesmanship
Curiosity isn’t just for the inquisitive—it’s a cornerstone of successful salesmanship. Top-performing salespeople approach their craft with a relentless curiosity that drives their success. Many salespeople fail to dig deeply enough into their client’s needs or their product’s potential. This lack of curiosity limits their ability to make meaningful connections and present compelling solutions. In […]
Stand Out in Sales with the Power of Stating the Obvious
Cold calling is one of the most challenging aspects of sales. It’s often met with resistance or outright rejection. Why? Because traditional approaches come across as insincere or overly rehearsed. Prospects are savvy—they can sense when they’re being pitched, and their defenses go up immediately. The typical “Hi, my name is …” script does little […]
Curiosity vs Interest: Tailoring Your Sales Strategy
Not all prospects are created equal. While some are merely curious, others are actively interested in your product or service. Understanding the difference is essential for a successful sales strategy. Treating every prospect the same way wastes valuable time and even risks losing a sale. Curiosity and interest represent different levels of engagement and require […]
Mastering Objections with Micro-Agreements: A Sales Coach’s Guide
In sales, objections are inevitable. Whether it’s “I need to think about it” or “I have to check with my spouse,” handling these objections is crucial to closing deals. Unfortunately, many salespeople approach objections by pushing too hard, which only heightens the client’s uncertainty and creates a wall of resistance that is difficult to overcome. […]
Mastering Sales Communication: Practice Makes Perfect
In sales, practice is everything. The saying “practice makes perfect” is an old one, but it holds true. The more you refine your communication, the more effective you become in each interaction. Sales coach Dr. Maxwell Maltz, author of Psycho-Cybernetics, highlights the power of goal-oriented practice. According to Maltz, “our subconscious mind becomes a servo-mechanism […]
Turning Weaknesses into Strengths: A Key Sales Strategy
In sales, one of the most powerful strategies is to address your weaknesses before the prospect does. If you’re facing a common objection, like a competitor offering a lower price, the best way to overcome it is to take control of the conversation by acknowledging it upfront. Effective sales training programs and methodologies often highlight […]