Notice it says sell first and negotiate second. It does not say negotiate first and then try to sell. It’s important that you don’t forget which one comes first! Let me share a paragraph from my new book, A Mind for Sales: One of the great misconceptions people have...
I see sales as the most fantastic position anyone can have. Often, I struggle with what to call it because I don’t see it as a profession, I don’t see it as a job, I see it as a lifestyle. We’re in the middle of a pandemic, and clearly these are unusual times. It...
Discounting is not a viable prospecting strategy! If you think you can fill your pipeline and create great customers with a low price, you’re setting yourself up for failure. Go ahead and cut your price and go ahead and tell yourself you will do it just this one...
Just like any other holiday week, the week of Thanksgiving can be a great time to prospect and make sales calls. Why? The reason is simple! Many people who are normally in meetings are now available. Anytime there is a holiday, people’s work schedules change and...
Prospecting does not have to be as painful or as hard as you think. The first rule is to make every conversation one where you earn the right, privilege, honor and respect to meet with that person again. Sales and prospecting is not a slimy or ugly activity like some...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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