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The Ingredient of Confidence

Confidence is often seen as a magic ingredient, but one that we have no real power to create or influence, like a physical characteristic. My clients will often say something like, “This rep has great potential, if she could just work on her...

The Six Mindsets That Power Sales Success

One of the many things I absolutely love about coaching sales  is how much of a parallel there is between sales success and life success. What works in sales usually works just as well in life, and thus almost all the quality of life improvements I’ve been...

Choose Your Blame Words

Prospecting and selling under the correct assumption that selling a solution to a problem is a superior sales approach than selling the features and benefits of a product or service, comes with the added work of not only finding a problem to solve, but getting...

The Power of a Story

There is an old adage that a picture is worth a thousand words.  That’s because a good picture tells a story, and a good story makes us think in a way that words or data never will. All sales people usually arm themselves with a mountain of data, case studies,...

The Common Pain Effect

Exactly 5 years ago yesterday, our home town was hit by Hurricane Michael, a powerful category 5 storm with winds over 200 mph. The roof shingles were completely peeled off a large portion of my house, causing rain to penetrate into almost every wall.  We had to...

The First Goal is Time

You have nothing until you have time. You may think you have some really good product information, some very compelling data, some amazing case studies, but until you have some of your prospect’s time, you have nothing. Unless you are producing an episode of...

Core Beliefs

A few years ago, a rep I was working with and I politely walked out of an appointment when the prospect simply refused to admit that he had any need for our product.  The prospect had been wasting thousands of dollars on a solution that didn’t...

Asking the “No” Questions

How many times have you heard some of these sayings? Questions make the difference. The questions are the answers. The answers are in the questions. So on, so forth. There are so many cliches and sayings around asking questions in sales, I could fill up a whole book...

Cliches, Killers of Communication

My dad is currently visiting with me. His native language is French, and while he has been fluent in English for decades, when we spend time together, I notice how much communication misses him in day to day encounters here in the US. Be it a hostess at a restaurant,...

Starting on Common Ground

When starting a conversation with a prospect, where do you actually start? I’m not referring to a prospecting or cold call here, but to the business conversation we have around discovery, demo, presentation and decision. Where do we start? Where should we start?...