You sell dreams. You don't sell consulting services. You don't sell cars. You don't sell training. You don't sell furniture. You don't sell houses. You sell the dream, the idea, the future. You're selling the picture of the future your prospect has of him having...

No! It seems counterintuitive to ask your prospect to tell you "no," doesn't it? Salespeople of nearly any experience level will say that the only way to get the order is to get a series of "yes" answers. Negotiators like Jim Camp and Chris Voss would disagree. Giving...

"I need to think about it." Unfortunately, in its many forms, this simple objection stops salespeople dead in their tracks. I need to think about it. This objection can take on many forms. I need to check with my wife I need to check with my accountant I need to talk...

I am reading Jordan B Peterson’s book 12 Rules for Life; in the chapter about discussing his Rule 4: “Compare yourself to who you were yesterday, not to who someone else is today,” there is a section where he, in his own insightful way of simplifying things, points...

Who is Pareto, And What Is He doing With Your Customers? Vilfredo Pareto was, among other things, an economist who pointed out that 80% of the property in Italy was owned by 20% of the population. Which, standing alone, isn’t all that noteworthy of an observation. He...

Would You Rather Be Right or Make The Sale? Sometimes it happens. The prospect has decided and drawn a line in the sand that they will not cross. Except, they’re wrong. And, you know it. (They may even know it too. But are unwilling to change their position regardless...

Your Perfect Plan As you plan your future, whether we’re talking about your monthly sales volume, income goals, personal goals, retirement goals, or long-term career goals, do you get stuck in the planning phase, or do you take action? "By this, I mean that a good...