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We need conversations in order to gather information, but we have not yet earned the right to have them.

It is incredibly important to understand and evaluate yourself, as a seller, before deciding what skills and behaviors to try to develop.

In the new world of closing, sellers must train buyers to be convincing internally.

Overt and direct confrontation of problems is respected by buyers, and conveys a sense of confidence.

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.