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 […]
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Selling Doesn’t Have to Be So Hard
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 Too many people make sales more difficult than necessary because they’re trying to use outdated tactics, memorize clever scripts, or convince people to […]
It’s the Questions
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 […]
Rapport First. Sales Second.
One of the biggest mistakes both professional and accidental salespeople make on an initial call is jumping straight into business. The prospect says hello and within 30 seconds they’re getting hit with questions, features, benefits, pricing, or (more commonly) a […]