I’ve been following Gary V for a couple of years now, and we even spoke at Rainmaker 2016 a couple of years ago. One thing he said that has really resonated with me is if content is King, then context is God. I couldn’t agree more with this statement and I think it’s a perfect […]
Category: Negotiating
Stop Negotiating With Yourself
It’s amazing how often we negotiate with ourselves in Sales. We offer up things throughout the sales process without getting anything in return. We proactively give discounts because we’re so used to people asking for them or we’re not confident in the value our solution provides. When someone asks for the price we say things […]
What Happens in Vegas: 11 Sales Tips I Learned After Getting Drunk And Buying A Timeshare
I’m out in Singapore all week this week so didn’t have time to write a new blog post so I’m going to repost an all-time favorite. Enjoy! Ok. This is one of my more embarrassing stories, but I always try to learn something from my mistakes. I apologize in advance for the length of this […]
The Walk Away Close
This is my all-time favorite type of close. Simply put, the walk away close is when you get to a point in the negotiations where you take your proposal off the table and tell the client you’re removing yourself from consideration. If you’ve done your job during the sales process to identify the need and […]
How to Differentiate the
Sales Process When You’re Seen as a Commodity
Our products and solutions are being commoditized by the customer whether we like it or not. In Sales, we can and should keep fighting to differentiate ourselves through our solution’s value, but it’s how we approach and interact with our clients that will set us up for the big successes. The way we manage the […]
The Budget Objection is Crap
We’ve all heard these phrases way too often: “we don’t have any budget” or “budgets are fixed.” They’re similar to the “it’s not you it’s me” line which, unfortunately, I also heard too often in my earlier years. That said, all of them are crap. […]
The Solution to Discounting
2016 is ending and I’m guessing a bunch of us are offering up major discounts to get clients to sign by the end of the year so we can hit our quota or accelerators. I get it — I do — but we need to be better than that and should instead do what we […]
We Should All Keep Score
Unpopular Opinion: We Should All Keep Score in Relationships A while ago, someone was explaining to me how their friend was always evaluating and keeping score in their relationship and how much it bothered them. I understood her annoyance without thinking much of it, but I was recently exposed to a situation that made me […]
My Favorite Nugget
For those of you who have been following me for a while you know that I tend to train and write about tips, nuggets, and ideas that you can apply immediately to see results. This is the way I approach learning: similar to the agile development process of small improvements, testing, and adjustments. With that, […]
Make Time To Think
As sales professionals with quotas, prospects, clients, meetings, administrative work, and follow up activities, we rarely get a chance — or take the chance — to stop and think about what we’re doing. If we did we might see the ways in which our approach could improve or might recognize when it’s time to move […]
