Blog Archives

Can you Argue Both Sides? Think Like a Lawyer?

You may already know that I practiced law in a prior life. Some of my clients like and appreciate it, but I do get eye-rolls and my fair share of good-natured ribbing. I get it. When it comes up in conversation,

Posted in Building Trust, Closing, Sales Leader, Sales Management, Sales Process

Today’s Lesson: The Implementation Story

Many of you are trying to close deals with your prospects this week and next to finish the year or quarter on a high note. So, I have a question: Have you included an implementation plan discussion as part of

Posted in Closing, Qualifying, Sales Process, Tools

Today’s Lesson: Three Sales Archetypes

Only 54.6 percent of sales professionals produce enough revenue to meet quota according to CSO Insights 2015 Sales Compensation and Performance Management Study. And, it’s the rare prospect that actually wants to hear from a sales rep. What’s a senior

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Posted in Building Trust, Closing, Presenting, Sales Leader, Sales Messaging, Sales Process

Sometimes You Just Have to Ask

My son Max has been working hard putting together a skating/dance party for tomorrow evening to benefit an anti-bullying charity  – Kidpower International.  Yes, he’s a great kid, but he’s really doing this to fulfill his “mitzvah” requirement for his

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Posted in Closing, Sales Messaging, Sales Process

Success Story: In-Boarding

reprint from 2006* Leadership Strategies – The Facilitation Company is a leader in facilitation training and meeting facilitation. With a network of over 200 facilitators under contract, LSI provides organizations with dynamic, professional facilitators who facilitate executive strategy retreats and

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Posted in Building Trust, Champion, Closing, Prospecting, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools

#$%E!

No, I am not cursing at you! What I do want to point out is one of the most often overlooked sales closing tools. I know, “every one knows the key to increasing sales is a good cost v. benefit

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Posted in Building Trust, Champion, Closing, Qualifying, Sales Messaging, Sales Process, Tools

Five Questions to Ask if your Deals are Not Closing: Who, What, How, When, and Why

Last week, I led a two hour seminar at a client’s annual meeting of partners and agents – think 40 B2B sales people and executives. The President had asked for 2 hours on closing skills to be presented to a

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Posted in Closing, Presenting, Qualifying, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools