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How Case Studies Help Close the Deal

By John Lusher | August 20, 2019 |

To increase your closing ratio, a good story can help. It may sound obvious, but customers are often moved by how your products or services have helped others. Testimonials from clients enhance your credibility factor—and you can increase it further by providing a case study that demonstrates your products or services in action. A good case…

What Golf Taught Me about Velocity and Growing Sales

By John Lusher | August 13, 2019 |

I love golf, but what I haven’t always loved is the cooler I used for carrying water and ice when I played. It was clumsy to carry and open. Everything about it was awkward. I know this is a small complaint in the scope of life, but that’s not the point.  Small Things that Make a…

Who Says Moving Has to Be a Bitch?

By John Lusher | August 7, 2019 |

Moving might not have anything to do with sales and leadership, but messaging sure does. Whether you’re a leader or a salesperson trying to influence somebody, the first thing you have to do is create a connection that allows prospects or employees to hear what you have to say.  Making Communication Count Effective communication addresses…

How to Avoid Losing Customers

By John Lusher | July 9, 2019 |

Everyone dreads calling a customer to say they can’t deliver what they want when they want. Who wants to deliver news like that? No one does, and that’s where the trouble really starts.  The worst mistake people make in business is not communicating the bad news. When you avoid the pain of giving someone a heads…

The Surefire Way to Outsell Your Competition

By John Lusher | June 25, 2019 |

When I wrote the Complete Idiot’s Guide to Great Customer Service, we interviewed people at companies with exemplary customer service. As a part of the process, I spoke with Hertz’s vice president of reservations in Oklahoma City, and he shared a story with me that I have not forgotten. Hertz did a survey of top…

How False Assumptions Waste Time and Kill Deals

By John Lusher | June 18, 2019 |

I had the joy of spending this past Father’s Day with my daughter, and at one point she told me about a difficulty one of her friends was experiencing. She wondered if I could help him with a deal he hadn’t been able to close. From the conversation with my daughter, I concluded that he…

Using Pessimism to Sell More in Less Time

By John Lusher | June 11, 2019 |

Pessimism tends to get a bad rap. In fact, top-producing sales execs exercise a fair degree of pessimism. It is the sales reps who are overly optimistic that often fall short of their goals. The sales execs who make pessimism work for them think about potential obstacles and then leave no stones unturned to make…

How to Sell Change and Grow Your Sales

By John Lusher | June 5, 2019 |

If you want to influence others, gain new customers, or increase your sales to current customers, selling change is a key skill to master. The better you are at it, the more velocity you will gain in closing more sales—faster. Customers are often reluctant to make changes due to perceived risk. Whether you want someone…

What It Takes to Close More Deals

By John Lusher | May 21, 2019 |

The saying goes that you can’t teach an old dog new tricks, but that is simply not true—and science confirms it. According to recent neuroscience findings, the brain has a great degree of plasticity, which means it can be retrained. While it is easier to learn new things at a younger age, there is still sufficient plasticity for adults…

How to Differentiate Yourself from the Competition

By John Lusher | May 14, 2019 |

A client recently shared with me that they had conducted a sales presentation by using the process outlined in my book Lead, Sell or Get Out of the Way. Afterward, attendees said it was the best presentation they had ever been to. Talk about differentiating yourself. How did they do it? By engaging the participants…

Archives

How Case Studies Help Close the Deal

By John Lusher / August 20, 2019 /

To increase your closing ratio, a good story can help. It may sound obvious, but customers are often moved by how your products or services have helped others. Testimonials from clients enhance your credibility factor—and you can increase it further by providing a case study that demonstrates your products or services in action. A good case…

Read More

What Golf Taught Me about Velocity and Growing Sales

By John Lusher / August 13, 2019 /

I love golf, but what I haven’t always loved is the cooler I used for carrying water and ice when I played. It was clumsy to carry and open. Everything about it was awkward. I know this is a small complaint in the scope of life, but that’s not the point.  Small Things that Make a…

Read More

Who Says Moving Has to Be a Bitch?

By John Lusher / August 7, 2019 /

Moving might not have anything to do with sales and leadership, but messaging sure does. Whether you’re a leader or a salesperson trying to influence somebody, the first thing you have to do is create a connection that allows prospects or employees to hear what you have to say.  Making Communication Count Effective communication addresses…

Read More

How to Avoid Losing Customers

By John Lusher / July 9, 2019 /

Everyone dreads calling a customer to say they can’t deliver what they want when they want. Who wants to deliver news like that? No one does, and that’s where the trouble really starts.  The worst mistake people make in business is not communicating the bad news. When you avoid the pain of giving someone a heads…

Read More

The Surefire Way to Outsell Your Competition

By John Lusher / June 25, 2019 /

When I wrote the Complete Idiot’s Guide to Great Customer Service, we interviewed people at companies with exemplary customer service. As a part of the process, I spoke with Hertz’s vice president of reservations in Oklahoma City, and he shared a story with me that I have not forgotten. Hertz did a survey of top…

Read More

How False Assumptions Waste Time and Kill Deals

By John Lusher / June 18, 2019 /

I had the joy of spending this past Father’s Day with my daughter, and at one point she told me about a difficulty one of her friends was experiencing. She wondered if I could help him with a deal he hadn’t been able to close. From the conversation with my daughter, I concluded that he…

Read More

Using Pessimism to Sell More in Less Time

By John Lusher / June 11, 2019 /

Pessimism tends to get a bad rap. In fact, top-producing sales execs exercise a fair degree of pessimism. It is the sales reps who are overly optimistic that often fall short of their goals. The sales execs who make pessimism work for them think about potential obstacles and then leave no stones unturned to make…

Read More

How to Sell Change and Grow Your Sales

By John Lusher / June 5, 2019 /

If you want to influence others, gain new customers, or increase your sales to current customers, selling change is a key skill to master. The better you are at it, the more velocity you will gain in closing more sales—faster. Customers are often reluctant to make changes due to perceived risk. Whether you want someone…

Read More

What It Takes to Close More Deals

By John Lusher / May 21, 2019 /

The saying goes that you can’t teach an old dog new tricks, but that is simply not true—and science confirms it. According to recent neuroscience findings, the brain has a great degree of plasticity, which means it can be retrained. While it is easier to learn new things at a younger age, there is still sufficient plasticity for adults…

Read More

How to Differentiate Yourself from the Competition

By John Lusher / May 14, 2019 /

A client recently shared with me that they had conducted a sales presentation by using the process outlined in my book Lead, Sell or Get Out of the Way. Afterward, attendees said it was the best presentation they had ever been to. Talk about differentiating yourself. How did they do it? By engaging the participants…

Read More

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