Here’s the Easiest Way to Ask for Business Selling With Soul from Meredith Messenger is my favorite new podcast. Join Meredith and I in a frank conversation about the challenges sales professionals encounter with closing, and the easiest way to ask for...
Your Questions on The Perfect Close Answered I recently did an interview with the Brazilian sales magazine VendaMais that answers many questions I get on The Perfect Close. I think you’ll enjoy it! Q. The fundamentals of Neil Rackham’s theory says that...
The Three Keys to Sustained Motivation in Sales (part 2) We’ve been covering the four key areas high leverage in prospecting. Market Message Medium Motivation Motivation is the fourth key area and last time we discussed how to get and stay motivated in...
How to Get and Stay Motivated in Sales We’ve been covering the four key areas high leverage in prospecting. Market Message Medium Motivation The last and most important area is motivation. None of these strategies will work if we wont work. The Key Question So...
How to Determine if Your Deal Can Close Without Telegraphing a Concession If you are involved in sales in any way then I’m sure you are familiar with the pressures associated with reaching end-of-quarter or perhaps even end-of-month quotas. It is unfortunate that...
NEWSFLASH – You Are The Biggest Factor! We’re now discussing the third of the Three Magic Pre-call Questions which is: How can I add value on this encounter? Most salespeople go into each sales interaction thinking about what’s in it for them rather than...
