The reason you talk about your company and your solution during a sales conversation is that you don’t have anything better to talk about. But once you find that alternative, you can start producing valuable, meaningful conversations with your clients—and get much better ...
Groups of world-class performers share a common set of beliefs and behaviors, whether they’re orchestras, sports teams, or ...
It has been said that elections have consequences, most of which half the country would denounce while the other half ...
There is nothing more powerful than intrinsic motivation. Once you determine who you want to be, what you want to do, what ...
In 1995, I walked into a Barnes & Noble and began perusing the new hardcover books displayed at the very front of the ...
“I hated every minute of training, but I said: Don’t quit. Suffer now and live the rest of your life as a champion.” – ...
There are a number of good reasons to take careful notes while you are in sales calls. First, it’s helpful to your cause for ...
The value your clients need from you is part of a hierarchy—a ranking of things. Your role in consulting your clients ...
The commitment to inputs is more powerful than your commitment to outputs. You never realize the outcomes you want by ...
Back when I worked for a very small company, I was invited to a meeting with one of my prospective clients. They invited my ...
If you were given the chance to do last week over, would you? Would it be worth living that week over again? More to the ...
Converting a contact from a lead to a prospective client is a critical sales practice, as is converting a prospective client ...
There is a decision that a good many salespeople make that harms their results, causes them to fail to reach their goals, ...
Every salesperson loses some deals. No one wins one hundred percent of the opportunities they pursue, even though they ...
You and your buyer will experience the sales conversation differently. The more you know about their experience, the more ...
Some of your clients should be compelled to change because their costs are much higher than they would be with your ...
The Best Take Lessons: A somewhat introverted kid would disappear for a couple years. You wouldn’t see him for a while, and ...
As surely as the sun sets in the west, my LinkedIn inbox can’t go 24 hours without accumulating half a dozen messages from ...
Many people seek a job in sales because they believe it fits well with their natural temperament and attributes. Often, it’s ...
The second most frequently asked question around here is “How do I compel my prospective clients to change?” Salespeople ...
Commitment #3, which you’ll find in The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, is “the commitment ...
