Hiya folks – I so appreciate you subscribing to get notified of the book release. I hope the posts you’ve been receiving have been helpful in the mean time. Good news – book will be available Tuesday, September 6 Yay! I’ll send you the link Thanks again for your engagement! PS – I will continue […]
“I love to sell” is not necessarily a good thing
When I chat with people who tell me they “love to sell,” here’s what they’re often saying. You can group them into four types – broadly. Type 1: The Talker – they have the gift of gab. Sales – so they think – lets them talk Type 2: The Competitor – they love to compete […]
It may not kill your deal, but why risk it…
“Like I said” can be off-putting to your prospect. It may not kill the deal, but why use words that risk deals. It sounds like this… – Prospect: “So, you’re saying the flux capacitor fluxes 24/7?”– Seller: “Like I said earlier, it does flux 24/7 without interruption.” Here’s the thing. 1. Prospects don’t know your […]
This is wrong…very wrong
You’ve been told to overcome objections…this is wrong…very wrong. Objections are an emotional response from your prospect so you would never want to “overcome” emotions. Instead, your job is to help your prospect navigate their objection. It’s “their” objection. Here’s a couple responses that sets the stage to help your prospect find their way. Bandwidth […]
In sales…and in life
In sales – and in life – too often we stand in judgement. This creates fear and shame. This isn’t any fun. Instead, curiosity and “standing” in awe and wonder are far better levers to pull. Consider starting with something as simple as: “Huh, that’s interesting….tell me more…” Or, “That’s so interesting, what makes you […]