Be A Boss When Handling The Objection

A confidence stance is very important when selling. The relationship and emotional response to you personally will help you close or blow a deal. Now here is the kicker, prospects like to be challenged. If you can confidently stand up for demonstrating a high level of belief in yourself, the product and the company you…

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Why You Must Collect The Yes Throughout The Sales Pitch

Commitment is a massive concept when it comes to selling. Not only do you as a sales professional need to be fully behind the company and product you are selling, as well as fully behind yourself in what you are selling, you need to also understand human nature and why building commitment is a power…

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Thou Shall Not Send A Quote Without Putting A Deadline On It

Urgency is a powerful weapon of influence. It needs to be promoted at all times during a sales cycle leaving nothing to chance. Yet there is one simple thing that winds me up chronically when I see a sales rep send a quote without putting a deadline on it. If there is no deadline, then…

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The Power Of A Double Bind To Close A Deal

Double binds changed my life. I started to get more not only in the my professional sales career but also in my personal life. Let me take you back to 2005 when I used to commute from Oxford to Leicester everyday, car sharing with my good buddy Pierre. Pierre had a 5 year old daughter…

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Using Pattern Interrupts When Selling Over The Phone

Think about how many sales calls your prospect gets each day. It’s a lot if you don’t know. Now image you are the fifth person in last 2 hours to ring them saying “hey buy my shit?”. Shields are going to be up, they don’t want to be sold to on a cold call by…

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