Presenting your solution is a fine art that is built on storytelling. Your slide deck, regardless of what the experts say, can be of great assistance in bringing your story to life, differentiating your offering, and providing a visual frame of reference for your dream ...
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.
Sometimes the real power resides with a decision-influencer, and that can be darn important to moving the decision-maker. ...
Where does the real power reside in your dream client? Does the power reside with the C-suite? Does the real authority ...
You come to your dream clients carrying all of the ideas and experiences that you have had up to that point. In some cases, ...
Much of what has been written here focuses on what we as professional salespeople do and how we can improve, including the ...
It is easy to focus on the end game in sales, getting caught up in selling the solution that will help your dream client to ...
Mack Hanan Consultative Selling
My good friend, David Brock, chafes when I refer to sales as a blood sport. It is hyperbole for sure, but I do think it ...
Build the Success Attributes There is no better—or faster—way to build your self-confidence than to build your competency in ...
The list of factors it takes to succeed in sales is long. It is even more difficult to build or improve your effectiveness ...
