The Best Open-Ended Discovery Question

When it comes to running high-impact sales discovery, one of…

5 Strategies for Leading Sales Teams Through Times of Uncertainty

Since March 2020, the world has been in a state of constant change…

The Easiest Month-End Negotiation Tactic

It was a couple of days before the end of the quarter. I was…
competition

5 Tips for Talking About Your Competition

"How should I talk about my competition to customers and prospects?" A…
giving concessions slowly

3 Ways to Negotiate Better By Giving In Slowly

One of the most important concepts in negotiation has to do with…

Don’t Fall Into These 3 Discovery Question Traps!

Good salespeople know that the quality of your discovery motion…

Persuade Your Customers by Labeling Them

Salespeople are in the business of behavior change. They want…

How to Get Customers to Answer Your Toughest Discovery Questions

"How much money do you make?" "What's your home phone number?" "How…

6 Lessons Learned from Pandemic Selling

Adversity is fertile ground for learning. And if learning…

3 Powerful Ways to Lead Your Customer Through the Buying Process

In part one of this post, I shared research on how modern sales…

Stop Selling and Start Telling: The Power of Prescription

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3 Comments
One of the biggest misconceptions sellers have is that customers…

3 Objection-Handling Lessons from Pandemic Politics

  “How do you justify forcing small businesses to close…

Convert Buyers by Unleashing their Hidden Enemies

When it comes to explaining what your product or service does…
Provocative Questions

How to Pitch Using Questions

What’s your favorite movie? Chances are when you read that…

Sell More by Losing Faster

In my last two VP of Sales roles, I found a surprising trend. There…

Do Your Homework! 3 Reasons Why Science Says Personalizing Outreach Drives Results

If you’re a salesperson, getting customers and prospects to…
business case

Here’s Why Your Business Case Numbers Are Falling Flat

What if I told you I had a vaccine for a potentially deadly virus.…

3 Tips for Connecting with Customers During Times of Adversity

From the pandemic and the great resignation, to geopolitical…

Buyers Like Answering THESE Discovery Questions the Most (According to Science)

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Running high-impact sales discovery is hard.  Of course, going…

Salespeople: Don’t Confuse Value with ROI

Nestled inside the Paris hotel on the Las Vegas strip stood Le…

The Surprising Science Behind Ordering Your Discovery Questions

Salespeople know that when it comes to running high-impact discovery,…