Supercharge Your Persuasive Power by Saying What Your Customer is Thinking

/
“THAT'S the line? Are you kidding me?!?" This was my ongoing…

Use this Hostage Negotiation Tactic to Overcome Emotionally-Charged Objections

/
“We’ve got your son. Give us one million dollars or he dies." This…

The Ultimate Guide for Mastering Objections

/
In my last post, I talked about how uncovering the intent behind…

The Critical Factor in Overcoming Your Customer's Objection

/
“It’s too expensive”. If you’ve been in sales longer…

3 Declarations to Help You Develop the Ultimate Discovery Mindset

/
In my last post, I discussed how confirmation bias (AKA "happy…

The Silent Killer in Your Discovery Process and How to Stamp It Out

/
You briefly met at your best friend’s holiday party. You agreed…

Birth of a New Selling System?

/
Have you ever felt like the universe had a secret plan for you?…

Target Your Message with this Amazingly Simple Technique

/
In last week's post, we talked about how sellers (and marketers)…

Want to sell someone a band-aid? 'Cut' them first

/
A good friend and fellow sales professional recently reminded…

4 Tips for Negotiating at Month-End

/
“When is your year-end?” This was the question a customer…

Nail your next career move by asking yourself this one question

/
Adam Levine is an American singer, songwriter, and the frontman…

Why Your Solution Will be Adored or Ignored: Understanding the Attention-Value Matrix

/
As a cerebral seller, I love studying the various approaches,…

3 Reasons You Should Never Fall in Love with Your Sales Tactics

/
I was fortunate enough to spend last week in London. A beautiful…
Books

Top Sales Reads to Drive Focus, Empathy, and Tactical Execution

/
As a sales leader, my list of favorite books may seem a bit unusual…
Cerebral Seller

How My Love of Thinking Led Me to Cerebral Selling

/
Are you a thinker? Cerebral? Someone who often gets caught up…

Salespeople: Here’s How to Get Prospects to Pay Attention to Your Outreach

/
David's article originally published on Salesforce-Quotable This…

Why Good ROI Isn't Enough to Save Your Product (But What Is)

/
David's article originally published on Salesforce.com blog Nestled…

Salespeople: Here’s Why Prospects Ignore Your Outreach

/
David's article originally published on Salesforce-Quotable This…

The Top 5 Reasons New Sales Reps Fail

/
David's article originally published on Salesforce-Quotable If…

The Top 3 Properties of a Killer Sales Forecast

/
David's article originally published on the Salesforce.com…

How You're Messing Up the Easiest Part of Your Sales Playbook

/
“I’m not sure. Something with computers?” This was the…