Your prospect is always thinking: me, me, me This is normal. You do it too when you’re buying stuff. So, as a seller, be thinking: them, them, them It’s tempting to talk about: you your services your solutions You can with one small caveat – do it in the context of why this matters to […]

You know that urge you have to talk when selling? Don’t. Try this, instead:  Resist the urge to speak. Hold off on that anecdote Don’t share that story  Let your prospect talk Build on what they say But how? Two quick tips: Pause Build pauses in Just stop talking Smile and nod  This allows your prospect […]

Four things – 30 years of selling has taught me these four things (and the first one is the biggest mind-shift) Help People Solve Problems This is the core of selling. Don’t learn sales tactics.  Learn how to help people get from “ugh” to “ahh” This is selling This is the way This feels good […]

There are lots of email tricks and gimmicks floating around when it comes to email. Here’s an honest email formula that works to reach out to your prospects. It has four parts: Them: Focus on your prospect & the problem you solve for them Problem(s): Don’t make assumptions, but touch on some common trouble spots […]

If you want to know what your prospect is really thinking about your sales presentation, there’s an easy fix. Change your questions. Instead of leading or yes/no questions, change your questions to what I call “ownership questions.” Here’s what ownership questions sound like: – Is that what you had in mind or not so much? […]