Habits That Drain Your Time, Focus, and Income Introduction: Productivity Is a Sales Skill You’re not failing because you can’t sell. You’re failing because you’re not actually selling. Most sales...
Humor in Selling: When It Builds Trust—and When It Breaks It Picture this: You’re fifteen minutes into a sales call, and the prospect just raised a concern about budget. The air feels thick. You can sense their...
Most salespeople believe selling is about saying the right thing at the right time. The truth is simpler—and more powerful. Selling works best when the buyer feels smarter, clearer, and more confident because of the...
What Salespeople Miss When Handling Objections (And Exactly What to Say Instead) Introduction The prospect leaned back in their chair. “I need to think about it.” The salesperson felt their stomach drop...
Sales already comes with enough pressure. Quotas. Deadlines. Rejection. Uncertainty.What most people don’t realize is that a huge amount of sales stress is self-inflicted—and it usually comes from trying to sell in ways that...
Sometimes people don’t say “yes.” Sometimes they don’t say “no.” They just stop deciding. That doesn’t mean they don’t like what you’re offering.It usually means their brain is tired. This article explains decision fatigue in...
How to Stop Sounding Like Every Other Salesperson Most people don’t actually hate salespeople. What they hate is the way salespeople sound. They’re tired of opening lines that feel copied and pasted. They’re worn out by...
Low Hanging Fruit: How New Salespeople Can Win Early Without Pressure or Guesswork Your first week in sales feels like standing at the base of a mountain with a blindfold on. Everyone’s talking about quotas, pipelines...
When I was a young salesman, working in Washington, DC (1985) for a fastener supply company, I was assigned the least-performing territory in the company. I was shown where to go, what to sell, and who to call on—and then...