What happens to selling the moment the buyer knows as much as you do or more?

That is the only question that matters now. Everything else is secondary. For more than 100 years, selling has rested on ...

Has this ever happened with a deal?

• You’ve done the work. 
• The discovery was solid. 
• The proposal landed. 
• Your champion is grinning.
• The buyer is interested. 

Then, almost on cue, the reque...

Discounting feels small. Harmless even. Five percent here. A little flexibility there. No alarms go off. The deal moves forward, and everyone exhales. Deal closed!

That’s exactly why it’s dangerous. ...

One afternoon, I was working in my home office when I heard a faint, irregular drip.

I followed the sound into the bathroom, opened the doors under the sink, and found a small leak. My first move was...

The question I get from many sales leaders and business owners is simple but hard to answer: 

“How do I keep my team motivated?”

Some reps chase easy deals and ignore the hard work of discovery. Oth...

Wait, wait, wait,...it's not what you think. Here me out...

Most sales deals do not die because of a competitor. They die because the buyer does nothing.

• “Let’s talk next quarter.” 
• “We’re not re
...

 I recently came across the well-known story of the six blind men and the elephant while developing a sales training day for a technology company whose salespeople are experiencing problems with long ...

TLDR; "Why finding an experienced, no training needed, cheap, low-maintenance, and ready to jump salesperson is a fantasy that’s costing you revenue."

I get the same question almost every week from b...

How to Sell an Innovative Product Into a "Low-Value" Market

Short answer: To sell an innovative product into a market labeled "low value," do three things. Position your product as the bridge that mo...

The Real Reason Some Salespeople Hit Quota While Others Don’t

You’ve seen it. I’ve seen it. We’ve all seen it happen in sales. 

Two reps. Same product. Same territory. Same brutal economy. 

One c...

The 9-Step HVAC In-Home Sales Process: How to Present, Propose, and Close More Deals

A field-proven framework for HVAC technicians to educate homeowners, present repair vs. replace options, and ...