Status quo is the most challenging of the major sales objections. It’s super frustrating when you know you can help a prospect, but your prospect is fine with the way things are. Ugh! Don’t lose hope! There are a few things you can do… Walk away – you may not have a deal (don’t waste […]

I fixed cars for about fifteen years in local shops, dealerships, and in my own repair shop. Many of my foundations in sales came from my experience as a car mechanic. Here’s what I learned: ONE: Ask Questions – I had to learn to ask questions. When I got a call that someone was hearing […]

The poor communication from sales development representatives (SDRs) is revealing a lack in sales leadership. It seems even the basics are missing. SDRs can’t write well. They don’t know how to communicate their value propositions. And they ping you relentlessly. No wonder people don’t feel good about selling! This is not selling. This is hounding. […]

There are two major ways that jargon and idioms hurt your sales efforts. I’ll start with the most common way, and then move on to an idea that is less discussed in sales. The first is simple. Jargon and idioms risk confusing prospects. Recently, during some sales training, my audience nodded their heads in agreement, […]

Groveling is not selling. This is more of a reminder than anything else, but here are some examples to drive the point home. Groveling: I’d love to set up some time to talk… Selling: Should we set up some time to talk or is this not what you had in mind? Groveling: I just need […]