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The Single Factor Fallacy

Sales is about creating understanding. It is about the sellers understanding what drives our clients to make decisions, and it is about helping buyers understand the consequences of NOT taking action and the other consequences of buying. That’s simple...

The 3 F’s of Mind Control

We often look for things we can do differently, or new things we can start doing, in order to change our results. As a sales coach and trainer, I often get asked for tips or lists of things to do in order to cause an increase in sales. While there is no doubt that at...

Be a Buyer First

Have you ever been sitting during a negotiation wondering why you have no leverage and your prospect can push you around and beat you up for better terms, lower price and more? You wonder how that weak positioning suddenly manifests itself during a critical stage of...

It’s Not About You

When we work with sales teams, we often see a split reaction to our training from the sales reps. Some (group 1) will adopt what we teach right away, and stay very committed to it. Either it just makes sense to them, or they were in enough pain from their “regular”...

Closing the Door on Closing the Customer

I often discuss the importance of not selling against an ideal solution, but selling against the best available alternative (BAA). That is a conversation that typically happens at closing time in the sales process, and when I cover this subject, it often leads to a...

The Mixed Message Bag

Language is important, and as my business partner Tim always says, “the words we choose determine our success”.  That doesn’t mean just grammar, although don’t kid yourself, if you use the wrong Your/You’re, your...