Lead generation can be hard. It can feel overwhelming. Even knowing where to start is enough to stop people in their tracks. This doesn’t bring any joy. Instead, there’s a simple framework. Think of it this way – if your aim is off with a target, you’ll miss, right? You’ll certainly have a hard time […]

Trust the process, yes…but it’s also really hard some times. Selling can be an emotional roller coaster ride, sending you to ecquisite peaks and then plummeting you to the depths of despair. This is yet another reason selling may not feel so good. Who wants to subject themselves to that? Part of the reason for […]

Salespeople talk a lot when a strategic pause could do so much more. Why? Prospects need time to think and reflect. When you keep talking it doesn’t allow this. Prospects will feel any number of things: frustration, confusion, slight, overwhelmed….none of these things feel good nor are helpful to selling. If prospects literally can’t think […]

Trust has had a long run in sales. “Gotta build trust,” they say. People like to do business with people and brands they trust. Sure. That’s true. However, building trust is too vague. It leaves too much for interpretation. What one sales person thinks builds trust is often irritating to a prospect. A better way […]

One of the easiest ways to become a better listener is to record your sales and consulting conversations. It can feel a little awkward at first, but it’s so worth it. Here’s what you’ll learn: You interrupt your prospects You chatter on and on, needlessly Your favorite anecdotes don’t add much value You missed an […]