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In June 2014 I had the opportunity to provide some concluding remarks and summarize my year as president of the National Speakers Association at their annual convention. The year had been the journey of a lifetime, and it was also my best year in business. I felt like I was on the top of the world…
What happens when a customer says no to you? What do you do? Ninety percent of salespeople accept no as an outright rejection and just move on. But that is the worst thing you can do! In doing so, you disqualify yourself from numerous sales. Why? Because a good sales executive will encounter between three…
As our society has become more polarized politically, many people have started talking about the term confirmation bias to explain what is going on. The term basically means the tendency to look for information that confirms our existing beliefs and to ignore the information that challenges our beliefs. Our confirmation bias leaves us stuck in…
Michael Lewis’s 2003 bestselling book Moneyball: The Art of Winning an Unfair Game, which inspired the 2011 film Moneyball, examined the Oakland A’s baseball team and their general manager’s approach to assembling a team that could compete, despite its comparatively low payroll. A’s manager Billy Beane introduced baseball to sabermetrics—“the application of statistical analysis to…
None of us in sales escapes the occasional “no.” The power lies in understanding what each customer or prospect means when they say it. Once you know that, you’ll know what to do about it. Here are five typical reasons a customer/prospect says no and the appropriate solution for each: Reason 1—Bad Timing No matter…
Do you get frustrated when your prospects or customers do not return your calls? I know I do. I may be a Sales and Leadership expert, but when I don’t get a return call, I still review what I said to figure out what I need to change in order to get better results. Remember: Your customers and prospects are…
Does your organization know how to support a sales hunter? As a Sales and Leadership expert, I have noticed that this relationship can be a complicated one—on both sides. Below is a letter written by a hunter to management that addresses typical issues hunters face. The letter is meant to raise issues hunters should address to gain the support they…
When is change the ingredient necessary to success? Do you have the guts to call for a change the way Nick Saban did in Monday night’s College Football Playoff National Championship? His quarterback, Jalen Hurts, who has been working for him for two years and amassed a record of 25 and 2 wasn’t producing in…
When my 23-year-old daughter Amanda started her job in New York City on October 1, she decided to join the company gym and be there at 6:45 every morning. That means leaving for work every morning before 5:45 a.m. to drive the 30 minutes to catch the 6:15 ferry to the city. I figured this wouldn’t last long. Boy did she prove…
For the past thirty-five years I have used option selling to help close business. and neuroscience reveals why this works so well. It boils down to choices, engagement, stress, and risk aversion. Traditionally, sales people go for the trial close and just offer one solution. If the prospect does not feel the risk is low enough…
In June 2014 I had the opportunity to provide some concluding remarks and summarize my year as president of the National Speakers Association at their annual convention. The year had been the journey of a lifetime, and it was also my best year in business. I felt like I was on the top of the world…
Read MoreWhat happens when a customer says no to you? What do you do? Ninety percent of salespeople accept no as an outright rejection and just move on. But that is the worst thing you can do! In doing so, you disqualify yourself from numerous sales. Why? Because a good sales executive will encounter between three…
Read MoreAs our society has become more polarized politically, many people have started talking about the term confirmation bias to explain what is going on. The term basically means the tendency to look for information that confirms our existing beliefs and to ignore the information that challenges our beliefs. Our confirmation bias leaves us stuck in…
Read MoreMichael Lewis’s 2003 bestselling book Moneyball: The Art of Winning an Unfair Game, which inspired the 2011 film Moneyball, examined the Oakland A’s baseball team and their general manager’s approach to assembling a team that could compete, despite its comparatively low payroll. A’s manager Billy Beane introduced baseball to sabermetrics—“the application of statistical analysis to…
Read MoreNone of us in sales escapes the occasional “no.” The power lies in understanding what each customer or prospect means when they say it. Once you know that, you’ll know what to do about it. Here are five typical reasons a customer/prospect says no and the appropriate solution for each: Reason 1—Bad Timing No matter…
Read MoreDo you get frustrated when your prospects or customers do not return your calls? I know I do. I may be a Sales and Leadership expert, but when I don’t get a return call, I still review what I said to figure out what I need to change in order to get better results. Remember: Your customers and prospects are…
Read MoreDoes your organization know how to support a sales hunter? As a Sales and Leadership expert, I have noticed that this relationship can be a complicated one—on both sides. Below is a letter written by a hunter to management that addresses typical issues hunters face. The letter is meant to raise issues hunters should address to gain the support they…
Read MoreWhen is change the ingredient necessary to success? Do you have the guts to call for a change the way Nick Saban did in Monday night’s College Football Playoff National Championship? His quarterback, Jalen Hurts, who has been working for him for two years and amassed a record of 25 and 2 wasn’t producing in…
Read MoreWhen my 23-year-old daughter Amanda started her job in New York City on October 1, she decided to join the company gym and be there at 6:45 every morning. That means leaving for work every morning before 5:45 a.m. to drive the 30 minutes to catch the 6:15 ferry to the city. I figured this wouldn’t last long. Boy did she prove…
Read MoreFor the past thirty-five years I have used option selling to help close business. and neuroscience reveals why this works so well. It boils down to choices, engagement, stress, and risk aversion. Traditionally, sales people go for the trial close and just offer one solution. If the prospect does not feel the risk is low enough…
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