Sales confidence is often seen as an X factor – abstract, and hard to obtain. I think of it as a coin… On one side you have your confidence: in helping people solve their problem in your org, product, service in your sales process If any one of these are off, your confidence might be […]

Always be closing is a 30-yr-old movie quote not a sound sales strategy. So what are the ABCs of selling? The answer should at least intrigue you… First, I’ve heard: Always be caring Always be consulting Always be curious While these are certainly good things, they don’t fit the bill to overcome the toxic bravado […]

People buy on emotion. Yes… and They also don’t buy because of emotions. Prospects often ain’t feelin too good… They’re:  overwhelmed stressed pressured confused Selling, especially today, requires helping prospects navigate these emotions. (And making sure you’re not the cause of the negative ones) Simple test: Run your sales process by a trusted peer (who […]

If you want to avoid salesly – sell with a sword. Empower your hero with a sword Help them slay their dragons Give them confidence Show them success Then knight them This is selling Inspired by Erin Balsa’s “write with a knife,” this will help you cut out all the salesy stuff no one likes.

The “people hate being sold, but love to buy” idea is a myth. People don’t love to buy. In fact, they really struggle with it – especially now. What people love to do is solve their problem. You could even add, with as little expense and headache as possible. Here is the idea expressed by […]