Sales Blog

There’s an open problem in sales – it’s the toxic language and bravado that’s everywhere. Words like: Kill Crush Hunt Beast These are brute force words. This isn’t right…this doesn’t feel good. Sales is about helping people solve a problem Our words matter. The good news is the fix is easy… These words can be […]

The dirtiest 4-letter word in sales is: Time Time is experienced in many forms. Knowing which “time” matters to your prospect makes a big difference. Here are three to consider: Time (sequence) – organizations are moving toward goals and aligning resources – knowing & prioritizing where you fit in the sequence of events (timing) is […]

Watch out for happy ears when selling. ”Happy ears” describes sellers who are confident a deal will close based on how they “feel” a sales conversation went. They may be right… However, to quote my good friend, Ari (Aristotle), he makes an important point that when trying to persuade people you need to recognize the governing […]

Which sales approach is more effective? Price or value? Price: One recent outreach invited me to significant savings – 40% off Value: Another one invited me into significant value, focusing solely on me Both approaches work – both got my attention. But only one HELD my attention – the one focused solely on me. Here’s […]

I asked my 13-year-old competitive ninja how she runs a course. We talked for awhile and landed on these three components. Training – you’re body has to be able to physically do it Strategies – the goal is simple (hit the buzzer), but strategies can change in mid-air so you need more than one approach […]