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, […]

Want to close more deals? Master the pause. Silence can actually be your best friend when selling. After you present your solution, stop talking. Let the prospect fill the silence. After you ask ANY question, stop talking. Most reps panic […]