Feb 28, 2023

How to Dispel Anger with Difficult Prospects #466

Have you ever wanted to throttle a prospect despite the fact you know it would kill the deal? And then luckily you found some composure and  decided to hide from them rather than to become one of them?  That’s not a solution. The entire science of selling is based...

Feb 21, 2023

Why Action Speaks Louder than Words #465

There's a lot of sales babble out there that it takes a big personality and fast talking to be good at sales. There’s also a lot of people who think sales is a yucky business and avoid dealing with sales people as best they can. I get why people feel that way. Consider all the ...

Feb 14, 2023

Supple Selling for Sales Success  #464

Today we investigate flexible selling. For example, we don’t let little kids drink out of glass. Why? Because if they drop it, it will shatter in a million pieces. But what happens when a child drops a plastic sippy cup?  It bounces!  They're soft and supple and last forever. In...

Feb 7, 2023

How To Do First Things First When Selling #463

Have you ever been in a situation where a small mistake in the beginning messed up a deal at the end? This happens when you get impatient and try  to skip steps and push a little too hard. I just learned this the other day that impatience  is really entitlement....