Want to sell more effectively this year? Get rid of stuff… What stuff? What can you remove from your sales conversations, decks, presentations and process that isn’t adding value to your prospect? Some ideas are: Fluff – features that don’t speak directly to their problem Anecdotes – stories that you like to share, but are […]

Good sales training – that is – sales training that works. Needs three core elements: Element number one: Context. A sales training system that does not understand the context in which it is selling will fail. Adaptation is key to effective sales training. Trying to use a sales system that works in SaaS will be […]

You’ve heard it said that customers love to buy but hate to be sold. Have you heard anything after that? It’s crickets, right? So, how do you help your prospect “love to buy?” The first step would be not to employ any off-putting sales tactics. This can be a heavy lift in itself. The next […]

Sales tactics rely on manipulation and pressure. They’re designed to trick and cajole people. This creates anxiety for you and your prospects. This isn’t right. No wonder selling doesn’t feel good! Selling isn’t supposed to be this way! Selling is the process of helping someone make a positive change and allowing them to own their […]

You’ve been taught or have heard, read, or been trained in sales tactics. Sales tactics are geared to manipulate human beings. Selling won’t feel good when it goes against the principles of being human. If won’t feel good to you, and it certainly won’t feel good for your prospects. Moreover, most sales training systems are […]