There is an old tactic salespeople were taught called the breakup letter. The idea is that when a prospect won’t engage with you or goes dark, you send them an email or leave a voicemail message informing them that you are going to “close their file,” or some such thing. ...
Every human being that is born starts at exactly the same place. They are a blank slate, knowing nothing that they need to ...
There is nothing you can do about the past. Living there means that you are not living here in the present. Whatever ...
Before a boxing match, the boxers are instructed to fight clean and to “protect yourself at all times.” The referee knows ...
I came to while strapped down in a van of some sort. When I realized I was being taken, I assumed I was being arrested or ...
There are salespeople who are exceedingly effective at prospecting, particularly cold calls. They can schedule the ...
Dabblers want what the professional, non-dabblers have. They want to produce the sales results, and they want all the things ...
As business continues to rely more and more heavily on artificial intelligence and technology, some things have come to be ...
There are some people who search for the perfect way to do something. They believe that there is some way to do something ...
The deal wasn’t closed on the boardroom table at the signing event. The signing is the formality, the ceremony, the ...
The final ask, The Commitment to Decide, is either the easiest commitment to gain, or it is the most difficult. How you sell ...
The number of dials a salesperson makes is easily measured. So is the time they spend speaking with prospects and clients. ...
Mistakes are being made. One of the biggest is the substitution of technology for the things that produce real results. This ...
My younger sister once won an account and became good friends with the decision-maker she worked with day to day. Each ...
I am working on my third book right now, and I am spending time jotting down my notes about The Commitment to Explore Change ...
Some companies try to slow sales when they have operational challenges. Others simply take their foot off the gas because ...
Product training is important. You can’t sell without knowing what your solution does, where it fits, how it makes a ...
Reality is persistent. It is extremely inflexible. It doesn’t change because you don’t like it, nor does it change because ...
It is important to be different in a way that makes a difference. There are all kinds of differentiation strategies. You can ...
In sales fast is slow, and slow is fast. The central idea here is that moving faster than your client, putting the ...
Yesterday I flew United. I made the mistake of checking a bag. After waiting 10 minutes to exit the plane due to the lack of ...
