Posted on Monday, March 2, 2020

How the 4 Stages of Learning Can Help You in Sales

I live by the idea “Always Be Learning.” One of my favorite authors, Stephen Covey, calls it “sharpening the saw.” In short, knowledge is a lifelong journey to engage in continually, not a destination to reach. I teach the 4 stages of learning at the beginning of every single coaching and consulting relationship.

A lot of people don’t understand why they’re not growing. The answer is always that they need to be learning more. No matter what you need to learn, there are 4 stages you’ll progress through each time you encounter new knowledge. Understanding them is key to mastering the knowledge at hand.

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Posted on Monday, February 3, 2020

Using the Tie-Down Close Effectively

If you’ve ever watched Law & Order or any of the other criminal junkie shows on television, chances are you’ve heard an attorney shout the words, “Objection! Leading the witness.”

Leading the witness isn’t allowed because it can sway the testimony to the attorney’s benefit. It can almost be a way of putting words in someone’s mouth. It’s known as a tie-down, and the principle behind it drives one of the most effective closing techniques in all of sales.

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Posted on Monday, January 13, 2020

How to Become Referral-Worthy

Many of us rely heavily on referrals to find new leads for our pipelines. Therefore, nurturing referral relationships is one of the most important things we should be doing on a daily basis.

But are you taking for granted that these people will keep sending business your way? You may think you’re satisfied with the number of referrals you’re getting now, but what if you’re leaving more on the table than you realize? Or what if there was a way to get better quality leads? Wouldn’t you want to know how?

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Posted on Monday, January 6, 2020

5 Ways to Stay Motivated All Year Long

When we approach the start of a new quarter, thinking about the status of our goals for the year is only natural. And it’s completely normal for motivation to come in spurts. It can be hard to stay motivated throughout the calendar year.

But if we allow ourselves to get knocked off track, there’s no hope we’ll ever establish a pattern of setting goals and crushing them. So how do I do it? With five easy steps.

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Posted on Monday, December 23, 2019

The Advantages of a Fixed Pricing Structure

It’s no secret that the world, in large part, revolves around money. The sales industry is no exception; often the hardest part of closing a deal is negotiating all the little details and associated costs. How is your current pricing structure serving you in that regard?

What if I told you there was a way to eliminate the headaches of negotiation in your business? And that it would not only make your life easier but increase your business? Could a fixed pricing structure be the right move for you?

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Posted on Monday, December 2, 2019

Sending an Effective Follow-Up Email

Have you ever come back from presenting to a prospect and felt sure you’d won their business? You felt it in your bones—the account was yours. Then a few days go by, and you don’t hear from them. So you follow up.

You’re certain that will do the trick. But then, crickets. You get completely ghosted. Where did things go wrong? And how can you make sure you get that callback?

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Posted on Monday, June 17, 2019

Prospecting by Phone: Don’t Believe These Myths

I’m hearing some wild rumors going around. Word on the street is that prospecting has changed, and we need to get with the times and ditch the phone. It seems I need to set the record straight.

People are making scores of excuses these days about why they can’t pick up a phone. They’re sending emails or messaging prospects on LinkedIn in the hopes that a truly brilliant message will get them a reply. That’s simply not how prospecting works. And I’ll tell you why.

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