Early in my first marriage it became clear to my wife that something had to change. And, that something was me. I had good potential as a husband. It was the human side of me that needed work. This same dynamic is at work in every role we play in our lives. Every role...
The best career advice ever? Try to learn something about everything and everything about something.* Be a generalist and a specialist. A generalist about what you sell and who you sell to. A specialist in selling. How you sell. (And how buyers buy.) In your sales...
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...
Sell Without Selling Out is now available for purchase, reading (or listening if you prefer) and reviewing! It’s my road-tested framework for rejecting the outdated salesy behaviors that buyers hate and seizing control of how you sell. This book has been 2.5...
This article is part of the Sell Without Selling Out series, where I publish learnings based on my human-first approach to sales. Grab your copy of my new book Sell Without Selling Out (shipping 2-22-22) today and claim awesome free bonuses (like my...
When you are prospecting for new leads are you looking for prospects that want to buy a product or service that is like yours? Or, are you searching for prospects that need exactly what you have to sell?