Blog Category // Sales (3)

The Benefits of Being One Down

On Tuesday, April 19, 2022, my fourth book, Elite Sales Strategies: A guide to being One Up, Creating Value, and Becoming ...

9 Sales Rules for Surviving the Red Ocean

No one wants to live in the Red Ocean, but if you believe the Blue Ocean is somehow better, look at the short time Netflix ...

The Obligation to Solve the Client's Problem Before They Have It

Ask any salesperson if they would like to be their client's trusted advisor and you will find few rejecting the opportunity ...

Paying the Price for Lowering Your Price

There is nothing wrong with selling whatever it is you sell at a lower price than your competitors if that is the value you ...

Your Deal is Your Client's Change Initiative

We sometimes think too little about the challenges our clients experience when they engage with us. While we are trying to ...

3 Sales Strategy Examples You Can Copy

A football team would never hike the ball without calling a play: Your sales team should operate in the same way. For your ...

The Value of the Sales Conversation vs. Your Solution

There is a difference between the value created in the sales conversation and the value of your product or service, one or ...

Different Exactly Like Everyone Else

To create a preference to buy what you sell, you must create some kind of meaningful differentiation. But most salespeople ...

On the Nature of Consultative Sales

After posting an article on LinkedIn, a reader commented to ask me about a line in the article that reads: “If the only ...

10 Better Reasons to Ask Questions Instead of Identifying Problems

How on Earth is it possible that you don't already know what problems your clients have? How could you not already know what ...
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