Buyers are overwhelmed. The clearer your message on how you can help them, the better. But keeping it simple all the way through can be a challenge. Here’s a simple framework you can use:  1. Problem: What problem do you help your customer solve? Don’t talk about you or your title or your company. Tell […]

Lack of sales confidence, imposter syndrome, and selling anxiety are very real. And it doesn’t feel good. But there’s good news. There’s a surprisingly simple way to find your way through this messiness. I learned it from my 17-year-old daughter, Faith. She developed it with her Broadway coach, as the pressure to perform is high. […]

When presenting your solution, avoid these words: – We can help you – I provide you – Our tools can do this Instead, show them with these words: – You’ll be able to… – This provides you the ability to… – These tools enable you to solve… Why? The first column is about you The […]

A different kind of sales book. Feel Good About Selling – Increase Your Sales | Keep Your Integrity. Coming, Tuesday September 6 – available at Amazon Stop being “salesy” – be a trusted advisor.

Don’t sabotage your selling efforts with amateur moves. Amateur sales & marketing moves result from sales tips, tactics, and techniques. Everyone has sales (and marketing) advice. Here’s why you need to be careful. – Sales tips require context – what works in one context, may not in another – Sales tactics are manipulative – these […]