Do me a favor and think back to a time when you saw some lie through their teeth. Think about their body language, their tone of voice, and the words they chose to use. Chances are you didn’t notice anything different – the best liars know how to hide it well. Problem is, when you’re... Continue Reading →
The 4 Laws of Behavior Change
Have you already given up on any of your New Years’ Resolutions? Don’t worry, you’re not alone – I read that roughly 80% of people give up on at least one resolution by the middle of January; I am included in this 80%. In the journey of personal development and self-improvement, the concept of habits... Continue Reading →
The Power of Storytelling: Engage, Connect, and Persuade
Do me a favor and think about the last time you were genuinely captivated by something around you. For me, that was the movie Oppenheimer. It’s no secret why we’re pulled into some media and not into others, we as humans are wired to engage with compelling stories – the same is true for sales.... Continue Reading →
What’s In It For Me?
Do me a favor and imagine that you’re in the middle of a bustling market, surrounded by vendors vying for your attention and time. Each one boasts their product’s uniqueness, its unparalleled features, and how it’s the solution to all your problems. Amidst this cacophony, you quickly realize they're all trying to answer a question... Continue Reading →
Preventing vs. Handling Objections
Objections are like those surprise pop quizzes in school – you never quite know when they're going to show up, but are a natural part of the process. Whether you're selling a product, service, or idea, you're bound to encounter objections from your prospects. How you handle these objections can be crucial to closing a... 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 →
Ride the Waves of Change
We've all heard some version of the Heraclitus quote, "the only constant is life is change," but starting out in my first few sales roles, I didn't know how true that was. It was if these roles were trying to say welcome to the fast-paced world of business, it'll be different tomorrow than it is... Continue Reading →
Reflecting on the Impact of Poor Messaging in a Sales Pitch
I got myself into a bit of a sticky situation with a client this week. Rather than taking you through the whole interaction, I want to share my reflection on the call and what I would have done differently. If you re-read that first paragraph from the lens of a buyer, you might be able... 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 →
Embracing Agility
A fundamental part of being in sales is making other people feel comfortable with change. I’d contend that we can’t expect our buyers to be comfortable with change if we’re not comfortable with it ourselves. So, in our fast-paced, changing world, the ability to be agile is crucial for sales professionals. This means being able... Continue Reading →
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