OPENER: When I talk with other leaders like you, they tell me they’re concerned with [insert 1 – 3 common problems in your industry]. Is any of this on your mind, or not so much? What will this do? Keep the focus on your prospect Position you as someone who can help Create a safe […]

Sales does not start with prospecting. When it does, it’s ugly. You first need to know the problem you solve. Sound simple? It is, but most don’t take the time to really clarify the problem they solve for their prospects. What does sales start with? It starts with positioning. Positioning is the understanding of your […]

No one has “exactly” what you offer. Stop comparing yourself with others and start contrasting. Look at how this furniture company does it… Interior Define differentiates itself with a couch. Instead of traveling all over the place to find a couch – measuring, dealing with annoying sales people, wondering if it’s going to look right, […]

My daughter asked me to teach her to play the guitar recently. She has no idea of three things: The guitar I’ve given her to play is too big for her body The neck is too wide for her hands The string weight is too heavy for her fingertips She didn’t complain about any of […]

Sellers use all sorts of sales frameworks and methodologies. Some old. Some newer. Some outdated. Some continually being modified given the changing landscape. Many are complicated and force a system onto a buyer that just doesn’t feel good. Selling is not supposed to be so complex. A simple framework is the PSA. I borrowed PSA […]