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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

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

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

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

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