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If the client doesn’t buy into the frame you set, it just won’t matter how well you pitch your solutions, you aren’t likely to get very far.

If the buyer controls the meeting or the process, the sale is very unlikely to happen.

Becoming a … master is not about learning 4,000 moves but about doing just a handful of moves 4,000 times. — Chet Holmes

“Negotiations are always over time. That is the frame to think about it through. Money is {just} the label.”

It’s not that objections don’t exist per se, it is that they are a natural part of the conversation that is your job to stimulate.

Your buyer is judging you from the moment your interaction begins. It’s the only way they feel comfortable.

There is a huge disconnect between what a buyer in the modern business environment needs and what sellers are talking about.

Sales is not a logical process; it’s not about logic, differentiators, and solutions, it’s about problems, emotions, and desired outcomes.

The business and the function of sales is to make money, but what you take away from it as a person is what I love about sales.

Sales is both a numbers game and a win-rate game. People who try to tell you that it is one or the other are oversimplifying it.