My friend Howard Bloom is one of the brightest minds I know, and the world’s greatest science researcher and writer. If you are unfamiliar with his work, you should start with The Lucifer Principle: A Scientific Expedition Into the Forces of History and work your way to The ...
Prerequisite: Know the Buyer’s Stage in Their Buying Process By knowing what stage of the buying process that your dream ...
You want to influence your dream client to choose you and your solution. You want to influence them in your direction so ...
I am always interested in reading your feedback and your comments to my thoughts and my posts. I received a lot of comments, ...
Your dream client spends money in your category. They usually spend a lot in your category. This is one of the reasons (but ...
While you were sleeping, your fiercest competitor stayed up late into the evening reading a book that is going to help them ...
I am not suggesting that you don’t say anything bad about them. You have to. You have to differentiate yourself from them, ...
Your dream client is going is going to ask you to provide proof that you can achieve the results that you promise when you ...
It is your job to discover your dream client’s dissatisfaction (at least if you want to win the deal it is), to discover the ...
Presenting your solution is a fine art that is built on storytelling. Your slide deck, regardless of what the experts say, ...
Each day, the good people at Harvard Business Review are kind enough to send me an email message called The Daily Stat. ...
Buyers are going to ask you about your price.
I have written here about salespeople in name only, those who want to sell without selling, those who don’t want to sound ...
Mack Hanan Consultative Selling
This is a short post about self-discipline, the Master Key to Sales Effectiveness. Read it with an eye towards how you spend ...
You Are Going to Hear No. Don’t Believe It Means Anything. Your dream clients and prospects get hundreds of calls from ...
You want your dream client to see the world in a new way. You want them to see and understand the truth, the reality of ...
Sales processes provide a road-map to guide the salesperson from one stage of the sale to the next, obtaining the outcomes ...
There are some laws that cannot be broken no matter how hard you try. Gravity is one of these laws. You may be able to beat ...
I had finally gained an audience with a dream client I had pursued for seven years. I had outlasted the obstacle that ...
This one is going to sting a little. Actually, a lot.
