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Objections Aren’t the Problem, You Are
Don’t “handle” objections. Answer them. Here’s the thing: words matter. Words dictate our actions. What happens when a buyer “objects” to your pricing? You get defensive What happens when you try to “handle” an...
Every Sales Interaction with a Buyer is the Most Important One
The Peak-End Rule of Sales will transform how you visualize your selling process. In sales, we increasingly acknowledge the importance of the buying experience as a key factor in a buyer’s decision about which seller to choose. Daniel Kahneman, the Nobel Prize winning...
Why Sellers Need to be Interested and Interesting
Sellers need to be interested and interesting. Here’s what I mean… Pretend you’re a buyer who receives calls from 2 sellers. One makes a pitch for his product. The other seller asks relevant questions about you, your challenges, and your goals. Which...
What Do Buyers Need From You?
Sales is a human business. So, I really hate to say this, but… Sellers aren’t very good at selling to humans. More often than not, your customers make the decision to buy from you in spite of you, not because of you. If you’re going to stop Selling Out, you...
Are you a Sales Leader or a Sales Boss?
As a sales manager, you have a singularly tough job, for which you’ve received minimal training and support. I get it. I’ve been there myself. However… You have to make a choice. What type of manager do you want to be? You can be a sales leader. Or you can be a...
Influence Rules, Persuasion Drools
This article is part of the Sell Without Selling Out series, where I publish learnings based on my human-first approach to sales. Order your copy of my new book Sell Without Selling Out (now a #1 new release on Amazon) today and claim...