News & Content

Discount Deception

Discounting Deception The University of Ohio conducted a study that you might find interesting especially if you’re a proponent of giving product or service discounts.   The school had a theatre department that sold season passes for 10 shows that were put on during the semester.  The folks at the

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Buyers Aren’t Buying You

Buyers Aren’t Buying You Salespeople are often stumped after a big meeting with a decision-maker: you delivered the feature benefit analysis (FBA) in a tidy presentation, you blocked common objections, and you asked for the close at the end. Why didn’t the deal close there? Why aren’t they calling back?

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Upselling Conversation Starters Pt. 2

Upselling Conversation Starters Let’s dive into more advanced examples you can use to start an upselling conversation.   1) Earlier on, I’ve told you about. I think this could help you, here’s why” You’re moving the close along. The client has committed to the original purchase. This is what we’d

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10 Ways to Disqualify a Client

How do you disqualify (not qualify) a prospect? Because we know that the faster we can disqualify a prospect, the more time and money it’ll save us. Here are ten ways: #1: Maybe there’s a TYPE OF JOB that you will not do. For example, let’s say you’re a consultant and you specialize

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A Winning Presentation Plan

The key to a killer presentation is: 1) Knowing your audience + their needs. 2) Having all the information you want to present organized in your head. When you have a structured plan for your presentation, the dialogue flows more naturally and you will hit on all the most important

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Upselling Conversation Starters

Upselling Conversation Starters. Part 1 In this 3-part series, we’re going to cover upselling conversation starters.  Whether it’s B2B or B2C, once you know you’ve made the sale, sometimes you want to find a way to upsell or cross-sell the customer. If you’re lucky, an upsell feature might be obvious

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4 Ways to Negotiate

By Victor Antonio Negotiations can be a dreaded, and often high-stakes match with no clear winner. Use these four tips to guide your next negotiation and shift your mindset for a more positive collaboration. Avoid discounting language. “This is our usual price” or ” Our normal price is $X”. Using

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5 Reasons Clients Aren’t Buying

A question I get a lot from salespeople is: “Why aren’t my clients buying? Is it my product or my pitch?” It could be either of those, but a good framework I like to use, to determine exactly why each client isn’t buying is an acronym I call “M.T.N.UT” The

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Sales Ex Machina

How AI is changing sales. Sales Ex Machina represents a valuable way that sales professionals discover and understand the forces shaping our industry and how to leverage the disruption of artificial intelligence to get an edge now

Response Block Selling

To build credibility in your presentation, you need to know how to block objections, not overcome them.

Sales Influence

Find out how things are positioned or presented influence impacts a consumer’s buying behavior.

The Greatest Gift

A fictional story of a two men discussing the meaning of success and the many trials and tribulations of how to achieve it.

The Logic of Success

A personal autobiography on overcoming adversity and how some people are able to achieve while others simply can’t.

Winning Back the Business

A Personal autobiography on overcoming adversity and how some people are able to achieve while others simply can’t.

Sales Psycho

 Inside an Asylum is a man known for his uncanny ability to sell. On this day, he is being interviewed to discover his secrets to sales success.

The Tao of Selling

A philosophical booklet of 52 taos (ways) on how the best salespeople think about business, the meaning of value and sales success.

Selling Ain't Hard

This book is a compendium almost 100 tips and tactics on how to become a better salesperson.

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