5 Tips for Mastering the Art of Listening in Sales

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Listening is arguably THE most important factor when it comes…

Missing Key Details in Your Discovery Calls? Try this simple exercise

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“I just had the best discovery call!”, shouted one of my…

Want to supercharge your productivity? Learn to say no!

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A number of years ago at Salesforce, my team was tasked by Marketing…

Experience Asymmetry: the problem with calling high (and how to fix it)

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My very first sales role was as a sales engineer for a software…

Selling the Future: 3 Surprising Principles Modern Sellers Need to Master

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“Who here likes talking to salespeople?” Try asking that…

Three principles scientifically proven to help your message break through your customer’s armor

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“What does your company do?” Such a simple question, yet…

Sell more by bridging the emotional gap between you and your customer

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Radiology is one of the loneliest disciplines in medicine. Most…

3 Surprisingly Simple Things Top Sales Pros Do (That Others Don’t)

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American swimmer Michael Phelps is the most decorated Olympic…

Supercharge Your Persuasive Power by Saying What Your Customer is Thinking

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

Use this Hostage Negotiation Tactic to Overcome Emotionally-Charged Objections

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

The Ultimate Guide for Mastering Objections

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In Sell The Way You Buy I talk about how uncovering the intent…

The Critical Factor in Overcoming Your Customer’s Objection

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

3 Declarations to Help You Develop the Ultimate Discovery Mindset

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In a recent post, I discussed how confirmation bias (AKA "happy…

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

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

Birth of a New Selling System?

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

Target Your Message with this Amazingly Simple Technique

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In a previous post, I talked about how sellers (and marketers)…

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

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If you want to sell a band-aid, there are two main ways to go…

4 Tips for Negotiating at Month-End

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

Nail your next career move by asking yourself this one question

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One of the biggest challenges salespeople and their leaders face…

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

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I’ve always loved studying the various approaches, formulae,…

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

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A little while ago I got to spend a week in London at the European…