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 of reasons: First, how much problem solving can you really do on an hour-long call? A […]
Podcast Episodes
Need Kills Sales
I want you to be like Sir Richard Branson… Or Bill Gates. One of those big household names who have changed how the world works. They’ve got enormous reach, enormous wealth, big personalities. But that’s not why I want you to be like them. I want you to have what they have: Absolute Non-Neediness. They […]
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 […]
Own Your Journey
Ever tell yourself scary stories? A ton of consultants trap themselves in a terrifying loop of self-inflicted horror stories. I’ve talked to dozens, if not hundreds, of them… Way too many are telling themselves things like: – “I’m too young or too old to really succeed as a consultant.” – “It’s not the right time […]
Bored of Your Work?
There’s a trap waiting for consultants. And you can’t escape it with more experience. In fact, the more experienced consultants earn, the more they risk. You can’t escape this trap with money. You can’t escape it with great clients. You can’t even escape it by doing better & better work. Because the more you do, […]
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 […]
Why Guarantees Fail
“Do you offer a guarantee?” Nope. If someone comes to me and asks if I make a guarantee I would say that nothing in life is guaranteed except cheap products that break anyway. For me to offer a results guarantee… based on one or two conversations… when I haven’t even started working on your business… […]
Harsh Truth
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 […]
How to Spark Sales Conversations with Jeff Molander
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 spice lattes. 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 […]