The Fool-Proof Formula to Fearlessness

The Fool-Proof Formula to Fearlessness

Previously I shared the four big reasons prospects make objections – No trust, no need, no help, no hurry. Today let’s break these concepts down into some real-world how-to, practical application and share some personal experience. Making The Sophisticated Sale...
Handling Objections Part 1: 3 Steps to Mastery

Handling Objections Part 1: 3 Steps to Mastery

Remembering the four secrets of Breakaway Sales performance, we can start to connect to the important tactical elements of making the sale:A structured sales cycle lets you open the conversation, ask the right questions, and present your offerings.Understanding buying...
4 Secrets to Making The Sale

4 Secrets to Making The Sale

Getting Started in Sales What happens when you battle-test your team via a year of intensive sales training? You’ve invested in creating the absolute best of the best. I’m thinking back on the training at IBM directly following university graduation. This training was...

Presentations Need Fabulous Content

All Sales Presentations must have education and entertainment value.  Above all, it must have fabulous and relevant content.  Get the audience engaged quickly.  You present to the audience and facilitate the discussion – together.  That way you have an...

Objections Are Your Friend

Objections are your friend.  It means you’re getting close to the end of the sales cycle.  On the other side of a well handled objection is usually an order.  And they haven’t invented a drug yet that gives you the kind of high that you experience when a prospect says...

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