Two tips to talk less when selling. You know that urge to talk… But how? 1) Pause 2) Ask questions It’s not hard – it does take practice

“How much does it cost?” This questions trips up lots of folks. Here’s a framework I adapted from pirates. It’s called, ARRRR (get it?) To be clear, all pricing conversations have context – so adapt all of this to your unique situation. ARRRR: A: Anchor. Anchoring is a strategy to help your buyer put price […]

VUCA stands for: volatility, uncertainty, complexity, and ambiguity. It was introduced in the late 80s based on some leadership theories. It’s super helpful in sales, because, we’re living in VUCA times: In terms of helping our prospects, VUCA shows prospects that status quo is not a great idea. That is, we can’t keep doing things […]

This newsletter unpacks some discovery myths and unpacks some sales pillars to enable more effective selling in your context. Enjoy!