Knowing the difference will have impact your deals by 84%. True story… Status quo for me was that I would record my audiobook, using my voice. It just made sense – only I truly understand the nuance of the points I want to get across. Reality: But other people do – I found a service […]

Here’s the framework to a non-salesy sales system (that never goes out of style) Or PSA. The PSA is a simple & repeatable framework, see below:  1st Prospect Convo PSA:  –  Problem introduced –  Solution introduced –  Invite to Action  Discovery PSA: –  Problem discussed –  Solution explored –  Invite to Action Presentation PSA: – […]

You’ll hear folks say, “Selling is the transfer of passion.” It’s not. This can actually hurt your deals. Sellers who believe this mantra have to sum up extra energy and enthusiasm which comes off as over-excited, over-talkative, and annoying. The truth? Selling is the transfer of power.  Professional sellers: This feels good.

Short answer – it’s the wrong question. I’m actually fine with open and closed questions – there’s a time and place for both. What few people actually do, though, is ask engaging questions – or what I like to call “ownership questions” Examples:– Does that make sense? (awful)– How are you felling about this? (Great) […]

Another sales myth exposed You may hear that you should practice the 80/20 rule on sales calls. That is, prospect talks 80% and you talk 20%. How this has persevered through the years I know not… First, talk ratios depend on the call type – discovery v. presentation “should” have a different ratio According to […]