Sales Mindset
Read ArticleThe Rules
Twenty rules for selling on your terms: act like a salesperson and you'll be treated like one, diagnose before you prescribe, and let trust drive the sale.
Topic
The Sales Process
Control the process end to end: pre-call planning, debriefs, and decision mapping.
13 articles
The Sales Process articles
Handling Objections
Read Article“Sorry, My Boss Has To Approve This”
When a prospect says the boss has to approve it, fight for access to the decision maker first, then use tactics like Reward & Refocus and the Scale.
Closing & Decisions
Read ArticleClosing Plans
A closing plan sets up a clear yes-or-no decision before you present. Test the prospect's readiness and get everyone with a stake in the room.
Qualifying Opportunities
Read ArticleUnderstanding the Decision Process
After qualifying for pain and money, map the prospect's decision process: the players, timetable, criteria, and roadblocks before you propose.
The Sales Process
Read ArticleSelling Has Changed. Have You?
Selling has shifted from quick transactions to complex, relationship-based sales. Trust matters and buyers want problem solvers, not product pushers.
The Sales Process
Read ArticleCommon Sense Selling® Overview
Common Sense Selling swaps feature-and-benefit pitching for a process: open with agreement, investigate pain, set a closing plan, then present and deliver.
The Sales Process
Read ArticleControlling the Sales Process
The Meeting Agreement is a simple tactic to take control of the sales process, build trust, and end the dreaded 'I need to think it over.'
Buyer Psychology
Read ArticleThe Buyer’s Trap
The buyer leads the dance and wins 85% of the time. Spot the signs you're stuck in the buyer's trap and take back control with a real sales process.
The Sales Process
Read ArticleFeatures & Benefits
Features and benefits selling makes you look like a commodity in a complex sale. Uncover the prospect's pain instead of pitching F&B.
Prospecting & Pipeline
Read ArticleMarketing v. Selling
Most reps quit after three touches, but prospects need seven to fifteen. When selling stalls, switch to marketing and build credibility over time.
The Sales Process
Read ArticleDebriefing Your Sales Calls
Top salespeople debrief every call like a football team reviews game film. Here's a checklist of what to review to win the next opportunity.
The Sales Process
Read ArticlePre-Call Preparation
Proper preparation builds confidence and beats the competition. Research, set objectives, anticipate roadblocks, and rehearse before every sales call.
Sales Mindset
Read ArticleThe Four Principles of Sales Success
Sales success comes down to KASH: Knowledge, Attitude, Skills, and Habits. Master all four to go from breaking into sales to becoming a top performer.