by | May 22, 2024 | Mindset, Sales Learning, The Seller's Mind
The question is not, “What is the secret to sales?” The question is, “What is the secret to this sale, for my selling style, at this moment, with this client?”People who write instructional books don’t often change their ways when they read the instruction of others....
by | May 10, 2024 | Negotiation, Power Dynamics, The Seller's Mind, Urgency
There are a few excellent negotiation books out there. There is “Negotiation Genius” by Deepak Malhotra and Max Bazerman, which focuses on the preparation and calculations that go into a negotiation. There is “Getting to Yes”, by Roger Fisher and William Ury which...
by | Abr 25, 2024 | Discovery, Objections, The Buyer's Mind
There are two basic lines of thinking in sales training and in sales literature. One is that objections don’t actually exist and if you are hearing them it just means that you did not do a good enough job selling so it’s time to return to discovery and presentation....
by | Abr 3, 2024 | Power Dynamics, The Buyer's Mind, The Seller's Mind
Providing a client with insights that help frame their thinking is a vital tool in any sales process. It helps frame your message, and it keeps the conversation focused on the buyer’s needs. Why is this important? Your buyer is judging you from the moment...
by | Mar 20, 2024 | Closing, Relating to The Buyer, Urgency
We live in a world where sales is becoming harder; real sales, the kind where you truly influence the outcome. Truly influencing deals is getting harder because information is becoming ubiquitous. Buyers all read the same things, think about problems in the same way,...
