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Ever met a truly great persuader?  The quintessential, “Could sell ice to Eskimos”. They all tell stories knowing we primarily make emotionally based buying decisions. They take you on a [...]

Does bedside manner matter in sales? This might seem like a question more suited to your doctor, so bear with me. In any sales situation there is natural tension between [...]

Let’s talk about the elephant in every sales situation. It’s something felt by every one of us to some degree.  And if which if left unaddressed can kill the sale. [...]

  I’ve been thinking a lot about the natural tension between buyers and sellers. Buyers are worried about and thinking “What problems can you solve for me?  What’s unique about [...]

Have you ever been talked out of a sale?  Or even worse talked a prospect out  of one? This story was related by a colleague, whom we’ll call Fred. He [...]

    Do you intimately understand the problems your clients actually care about?  The ones they would happily pay money to solve and make the required effort to do so. [...]

I’m sure you’ve heard the cliché “No one wants a Drill.  What they want is a hole”.  But really, who the heck wants a hole for the sake of it?  [...]

To chase or not to chase, that is the question! As a young man trying to attract interest from the opposite sex, I made a lot of mistakes.  The biggest [...]

  What do you do when a prospect calls you out of the blue and one of the first things they ask you about is what you can do for [...]

Have you ever sent a proposal only to never hear from the prospect ever again?  Crickets.  Your prospect ghosts you. If so, listen up. Let me paint a common picture [...]

Commercially smart business owners understand the concept of leverage and the 80/20 rule.  Concentrating 20% of your effort to give you 80% of your results. In sales this translates to [...]

In sales I’m sure you realise the importance of qualification.  Whether a prospect has a need or not. Which starts with prospecting, a number’s game.  You have to sift through [...]

There are very few professional consultants who like cold calling.  In fact, I’d say 99.9 percent hate it and would do anything to avoid it. But the reality is unless [...]

Are you familiar with the drama triangle?  It’s a social model of human interaction developed by Stephen Karpman in 1968. And it has a lot of applicability in sales situations.  [...]

What do you do when a prospect expresses interest in your product or service?  How do you handle the conversation?  Could you be inadvertently be making two major mistakes which [...]

  When coaching people in sales, we stress the axiom, “I don’t care how much you know until I know how much you care”. We all want to feel heard [...]

Should I call?  Should I not call?  Should I actively sell? Should I hang back? In the words of Henry Ford, “If you think you can or think you can’t [...]