We are givers in Sales. We give and give and give in the hopes that at the end of the sales process, we get what we want – which is the signed contract and commission. The problem is we tend to give a bunch of stuff away without really getting much in return. When this […]
Category: Closing
Sales Lessons from the World Series
One of the great things about sales is that you can practice it everywhere you go. You can also use just about every opportunity as a teachable moment, including the 2018 World Series – GO SOX!! Regardless of my personal bias, there are a number of sales lessons we can learn from this year’s run. […]
Dear Buyers – It’s OK to Tell a Sales Rep NO
No is actually the second-best answer a sales rep can hear besides the obvious yes. The worst sin in sales is not for a sales rep to lose a deal, it’s to take a long time to lose a deal. So, the faster you can figure out a solution is not the right fit and […]
Your #1 Competitive Differentiator
In my sales trainings I always ask reps what they think their #1 competitive differentiator is. Most answers focus on specific features, functions, the company history, people, customer service, etc. These are great but unfortunately, they are things your competitors are saying, too. If your team is your differentiator, do you think your competition is saying […]
Catching Your Sales Groove
Have you ever seen the movie Tommy Boy? If not, go see it. If it’s been a while – see it again. It’s one of the best sales movies of all time. There’s a scene in Tommy Boy that stands out and highlights what I call “catching your sales groove.” It’s the scene where he does […]
Content Versus Context
I’ve been following Gary V for a couple of years now, and we even spoke at Rainmaker 2016 a couple of years ago. One thing he said that has really resonated with me is if content is King, then context is God. I couldn’t agree more with this statement and I think it’s a perfect […]
How We Bought Drift – A Look at the Modern Buying Process
AI in sales is a topic I’ve been following very closely over the past few months. One area that I’m particularly interested in is Chatbots. I’ve been saying for a couple years now that AI will replace the average sales reps who just go through the motions. Drift makes it very easy to be prospecting […]
The Walk Away Close
This is my all-time favorite type of close. Simply put, the walk away close is when you get to a point in the negotiations where you take your proposal off the table and tell the client you’re removing yourself from consideration. If you’ve done your job during the sales process to identify the need and […]
How to Differentiate the
Sales Process When You’re Seen as a Commodity
Our products and solutions are being commoditized by the customer whether we like it or not. In Sales, we can and should keep fighting to differentiate ourselves through our solution’s value, but it’s how we approach and interact with our clients that will set us up for the big successes. The way we manage the […]
Closing Takes Practice
I love how some people say that “closing just happens.” They say that all you have to do is get a bunch of yeses throughout the sales process and eventually the client will sign the contract. No, they won’t! You have to ask. Closing is like skydiving. The reason the instructor is strapped to your back when […]
