You’ve likely heard it said – preached even – that you should let your prospect talk. There is some truth in this, but high performers do something different… They practice: Cooperative overlap What is often seen as “interrupting,” is actually engagement in the conversation. High performers are not stealing the floor, they’re talking in cooperation […]

“I don’t like selling.” You’re not alone Here’s the primary reason – cognitive dissonance… A fancy term that says you wouldn’t want to do anything that doesn’t feel right to you. – This dissonance is a good thing– It means you have integrity– You sense a better way The good news is selling feels great […]

Clarity on the problem they solve for their customers  Competence in solving the problem Consistently execute a process Clarity + competence + consistency = confidence Good news, confidence isn’t a mysterious X-factor It’s developed over time. This feels good

Understanding your buyer’s journey is key in order to best help them. Here’s a non-salesy approach: TAP – time, anyone else, process Ask these questions: Time – provided you feel this is the right for for you, when (get a specific time) would you like to see us roll this out so you can see […]

– Can we get another demo?– Can we get one more referral?– Do you have another case study? No, no, and no 1. The above is a sign of indecision2. More information won’t help3. It’ll actually make it worse So… Instead of typical salesy sellingBe a trusted advisor, and help them decide I’ll be writing […]