Selling is a complex and dynamic human interaction. There are a lot of things that can wrong that can cost you a deal. But there are two that tend to dominate the “reason” category for losses. The first is the lack of relationship, and the second is a lack of value creation.
“I don’t want to look stupid.”
What will you read here is straight talk. But it comes from a good place.
I stole the idea of mindset, skill set, and toolkit from Gerhard at Selling Power. There is a reason that mindset comes ...
Everything is an education. But only if you are willing to learn.
To non-hustlers, it can look as if the Hustler seeks certain things. It appears that Hustlers are seeking money, wealth, and ...
A lot of salespeople win deals by accident. Many of the sales organizations they work for also win by accident. But better ...
We have our scripts, and our clients have their scripts. When we make calls, we put our script up against the prospect’s ...
Your income is going to equal your outcomes.
You can succeed in sales. You can acquire new clients.
Three times in as many days, I received a call from an unknown, local number. Because the number is local, and because they ...
“You don’t really mean call 1,000 prospects, do you?”
You do not need to wait for someone to give you permission to be the real and authentic version of yourself. You don’t need ...
My teenage son asked me who my heroes were when I was his age. I struggled to come up with any names. I never really had any ...
Here are five reasons some people fail at cold calling.
We mostly fear the wrong dangers. And we also fear the wrong failures.
Your key performance indicators aren’t my key performance indicators. The activities and outcomes that might indicate that ...
How long is it going to take for you to make your calls?
Your web presence is likely your first impression. If it’s not, it’s probably your second impression. You need to be ...
You don’t believe that you can make more money than you are making now. You believe that money is scarce and that it is hard ...
There are certain things that hustlers don’t do. Here is a pretty good list I wrote some time ago. And here are five more ...
