Tag Archive for: cerebral selling

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…

Persuade Your Customers by Labeling Them

Some of the greatest sales lessons of the pandemic era have come…

How to Get Customers to Answer Your Toughest Discovery Questions

/
"How much money do you make?" "What's your personal cell phone…

6 Lessons Learned from Pandemic Selling

/
It was April 7th, 2020. After spending a year and a half writing…

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

/
One of the biggest misconceptions sellers have is that customers…
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…
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

/
With many months of pandemic selling behind us and both economic…

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

/
There are many factors which influence the value and impact of…

How to Have Hard Conversations at Work

/
David's Article appeared on Inc.com One of my best employees…

Three Reasons Your Outbound Strategy is Failing

/
Building an outbound sales strategy is a lot like painting a…

How to Sell if You Hate Selling

/
In his memoir, Shoe Dog, Nike founder, and chairman, Phil Knight,…
HOW You Sell is More Important than WHAT You Sell

5 Reasons Why HOW You Sell is More Important than WHAT You Sell

/
Imagine you made reservations at one of the best restaurants…

7 Entrepreneurial Lessons Learned from Starting My Own Sales Practice

/
"What if I fall? Oh but my darling, what if you fly?”  -…

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

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

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

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

The Critical Factor in Overcoming Your Customer’s Objection

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

Birth of a New Selling System?

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