You have a deal that is near the end of your sales process. Your CRM settings suggest that you have a 90 percent chance of winning that opportunity. You know for a fact that they are still engaged with your competitor; this means you have a 50 percent chance of winning that ...
Negotiating and discounting are not the same thing.
It’s okay to change your mind. You can be committed to some position for years or decades and later to decide that you ...
When I was very young, naïve, and new to selling, I relentlessly called a big prospect in my territory. She refused my ...
You have a big call, and you don’t have the subject matter or technical expertise you need to create value on the sales ...
Compelling reason to change: If your dream client doesn’t have a compelling reason to change, it’s difficult to forecast ...
Phone first, followed by an email.
I grew up in a business that was much smaller than the major competitors with whom we battled for business. I learned to ...
You have the more expensive solution. Your competitors sell what you sell, but at a lower price. But you have the superior ...
It is unlikely that the message in the last email you read was urgent. Only a tiny percentage of your email requires your ...
Things that created the current circumstances:
I am writing this from the backseat of a car as my driver takes me to the airport. When I booked this trip, I looked at a ...
It’s easy to talk about your own product (or service or solution) when you sell. You are a true believer in your product and ...
The halo effect: the propensity to believe that even a successful person’s negative behaviors are worth modeling and that ...
Acting sooner is better than acting later.
Some people see the glass as half empty. They believe that there is something missing. There isn’t enough. There aren’t ...
Some people have to burn their hand. They have to touch the stove for themselves. You can tell them that the stove is hot ...
This is how you lose deals.
Reaching your dream client can be difficult. Creating an opportunity when your dream client is already satisfied and when ...
You have not developed the necessary mindset. You do not have an optimistic and empowered belief structure. Until you get ...
Training won’t give you transformation. Neither will consulting. Meetings won’t be enough. All of these things and more may ...
