Let’s face it – sales isn’t for the faint of heart. It’s the only profession where you can get told “NO” more times in a day than a toddler with a permanent marker or a dog trying to eat something […]

Closing more business isn’t about becoming a pushy closer who chases signatures like a dog chasing a car. It’s about clarity, confidence, and creating undeniable alignment between what you offer and what your buyer needs. It’s about serving your prospect. […]

Discounting is not a strategy Many of my clients tell me they discount regularly in order to close deals. Here’s how often I discount: NEVER. When I tell you my fee, that’s my fee. Selling on price is a poor […]

Struggling to close more deals? Having a hard time hitting your numbers? Here’s a tip I’ve shared with countless salespeople over the years: Stop selling features and start selling outcomes. In 50 years of working with salespeople (selling, managing, coaching, […]