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Understanding The Vulnerability Of Buying May Help You Close

A salesperson recently told me they think their job is to “find the customer’s pain, then turn the knife.” She bragged that this method gets buyers to take action. True, her sales cycle is shorter than her peers’. Unfort...
Watch Your Sales Team Bloom In 6

Watch Your Sales Team Bloom In 6 Easy Steps:

I know you clicked here for sales management tips, but hang with me for just a minute….
Don't Let It Slip By

Don’t Let It Slip By

I recently sat in on a client’s sales call so I could offer coaching afterward. At one point in the middle of the software demo, the prospect dropped that the boss said they “need to fix this before the end of the year.”...
The 'Like-O-Meter' Is Going To Impact Your Next Sale

The ‘Like-O-Meter’ Is Going To Impact Your Next Sale. Here’s How:

The Counselor Sales Person (CSP) is a sales methodology that was borne out of Larry Wilson’s interest in understanding how and why people make buying decisions. He drew upon the best psychology of the day--even meeting w...
Just move already...Go sell something

Just move already…Go sell something.

What I love about Chess is how engaging it is. It's not just about you and how you play. You not only have to consider your own moves, but but have to understand how your move will affect your opponent.
We know the exact moment your prospect will buy

We know the exact moment your prospect will buy. Wanna know…?

Wouldn't it be great if you could predict the exact moment your prospect was going to make a purchase? I'm sure it would impact a ton of things if you had that info. You'd be able to prioritize better, you'd get better a...
5 Benefits of Strategic Planning in Sales

5 Benefits of Strategic Planning in Sales

Want a sales boost? Sit down with your team or get them together virtually and create a sales plan. Doing so aligns the group on targets, doles out individual responsibility, and pushes the team to a goal.
Are you my 200?

Are you my 200?

I left the corporate world and jumped into consulting one year ago. When I decided to start a consulting company, I knew I couldn’t be all things to all people. I didn't want to be (that sounds really overwhelming!). I'v...
Want to be really helpful during challenging times?

Want to be really helpful during challenging times? Here’s how…

We had a very interesting experience the other day. We went for a family walk and just a few minutes into the walk we came across a disheveled older guy hanging on the corner near our house. As we approached, he walked t...