One of the biggest mistakes salespeople make is rushing to talk about their product or service before they’ve earned the right to do so. Prospects don’t buy because you have the best features. They buy because they trust you and […]

Every year around this time (actually I’ve been hearing it for the last two months), I hear the same thing from salespeople: “It’s summer. Nobody’s buying.” “Everyone’s on vacation.” “Things will pick up after Labor Day.” Let’s call that what […]

If selling feels like a constant uphill battle, here’s some good news: it doesn’t have to be. Too many people make sales more difficult than necessary because they’re trying to use outdated tactics, memorize clever scripts, or convince people to […]

One of the biggest misconceptions in sales is that success comes from having the perfect “pitch,” the best presentation, or the most persuasive closing technique. It doesn’t. Sales is all about the questions. The quality of the answers you receive […]