Do me a favor and think back to a coach, counselor, mentor, or teacher that had a lasting impact on your personal development. What was it about them and their advice on life that really resonated with you? For me, it was a hockey coach that I felt could quite literally see through the persona... Continue Reading →
The Power Base Selling Model
After enough time selling, you’re bound to run into the unexpected, “my boss actually has to make the final decision on this.” Securing complex deals with high-stakes outcomes can often feel like navigating a labyrinth of decision-makers, influencers, and power dynamics. This is where the Power Base Selling Model can help, working as a secret... Continue Reading →
Guiding Prospects Through Change
It goes without selling, but the fundamental truth of sales is that change is the name of the game. As any father watching football on Sunday afternoon will tell you, change can be the enemy for most people. As a result, managing change can be a daunting task, especially for your prospects. Specifically for sales... Continue Reading →
Keys to an Impactful Introductory Call
A few weeks ago, we learned more about the importance of building rapport as the first step to building trust with a prospect. However, as many of you aptly called out, building rapport is just the first step to a successful introductory call. So, today, let’s dive deeper into the intro call and how to... Continue Reading →
Consultative Selling: Understanding Your Customer’s Needs
Do me a favor and think about the last time you were in a retail store. If I were a betting man, I'd say that you were approached by a sales person in the store who asked, "anything I can help you with today?" Even though the introvert inside of me will always say no,... Continue Reading →
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