Sales Blog

“I feel awkward asking for the sale.” Good.  That’s your gut telling you you’re doing it wrong. Try asking: Does this sound like a good next step or not so much? Would this be helpful in your context, or did I miss the mark? Based on what you’ve seen today, does this seem like a […]

Until my wife that is. My wife hates selling – wants nothing to do with it thanks to the manipulative baggage that follows the sales profession. However, she’s an amazing seller. What!? How!? Why!? Because she doesn’t sell – she helps. Here’s a little bit of her approach that I gleaned from a recent consult […]

My daughter needed some new clothes. She said she needed shorts. However, I quickly discovered there was more to the story as we wandered through the racks at Target (Tarjay). I put my sales hat on and started with some simple discovery questions. “You need some shorts, huh?” Yes – I’ve outgrown most of mine. […]

What’s better to emphasize when selling – pain or gain? This is a bad question. Pain and gain are two sides of the same coin. The prospect is on a journey from pain to gain (not one or the other). Stop flipping the coin and use it as a deposit to help people solve their […]

I love getting sales emails. It’s a great opportunity to learn and grow in terms of communicating effectively via email – which is VERY hard to do! Here’s a recent email outreach to me (names hidden for privacy) Hi Ted, I tried reaching you a few times in the last few weeks, but it seems […]