The prospect doesn’t WANT you to solve problems on the sales call. Did you know that? It’s a mistake that kills sales conversations stone dead. No money changes hands. No deals are struck. Nobody leaves happy. For a couple reasons: First, how much problem solving can you really do on an hour long call? A […]
Insights
The Case for Emotion
When’s the last time you woke up and said, “Man, today I just can’t wait to be a manipulative, pushy salesperson who pressures prospects into closing the deal?” Probably never. In fact, a lot of great consultants start out with a hard aversion to sales. They don’t want to seem manipulative. Especially when it comes […]
Are you attracting the wrong prospects?
Are you attracting the wrong prospects? Or is it just the wrong time? Here’s a secret probably 90% of people don’t know: Most of the time, prospects don’t make buying decisions on the offer alone. A lot of people are surprised to hear this. For example, have you ever heard someone say “People buy because […]
Humans will Be Humans
*NEWSFLASH* Humans are weird. There’s an old saying that’s a little trite, but very true. And once I really “got” it, it made a lot of things much clearer. “You aren’t in the b2b business or the b2c business… you’re in the h2h business.” Human to human. And the funny thing about that is how […]
Here’s a simple question that makes you lots of money and helps you do the work of your life…
Here’s a simple question that makes you lots of money and helps you do the work of your life… “Am I excited about this?” NOT… “How do I make more money?” “Where’s the market opportunity?” “Will people pay for this?” ^ Granted, those are important questions… But when you need to choose a direction for […]
Beating yourself up over that deal you lost?
Beating yourself up over that deal you lost? Wondering why the prospect chose to go a different way? Waking up in cold sweats because you had that deal “in the bag”? ^ Okay that last one’s a bit extreme, but I’m sure it happens. FACTS: There are lots of reasons why a prospect might not […]
The Sunk Cost Fallacy is a Real Thing, People
“I’ve been nurturing this deal for months but it doesn’t seem to be going anywhere. What should I do?” The sunk cost fallacy is a real thing, people. You pour your energy into a deal that seems promising at the outset… But as time goes on, the probability that it’ll close gradually declines. The client […]
Harsh Truth for Those Who Think They Can Build an Empire on Their Own
Harsh truth for those who think they can build an empire on their own. No business of substance was ever built by one person. Correction, nothing of substance (business or otherwise) was ever built by one person. I get it. The “solo enterprise” dream is really appealing. And yes, you can build a respectable business […]
October 1 is The Most Important Day of the Year
October 1 is the most important day of the year. What’s so special about October 1, you ask? It’s not the crisp fall air. Or the pumpkin space latte’s. Though I don’t mind either. It’s because October 1 is the beginning of the end of the year. It’s the 1st day of the 4th quarter […]
Tired of sending a million messages, emails or calls only to get a handful of responses?
“I’m reaching out to so many people but I’m not getting any responses!” Tired of sending a million messages, emails or calls only to get a handful of responses? Wondering why so many people are actively ignoring your message? I get it. All the gurus are telling you “sales is a numbers game” and you’ve […]