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 […]

A LOT of people are anxious…concerned about the economy, inflation, tariffs, stock market, etc. Here’s my advice for salespeople: PAY NO ATTENTION TO ANY OF THAT NOISE If you love and support what our president is doing that’s great. You’re […]

For 50 years I’ve been searching for the easy way to make a lot of money in sales. Some of you who are old enough may remember a TV the show called The Honeymooners. It was about a Brooklyn bus […]