Tag Archive for: messaging

A Simple Hack to Transform Your Pitch Into One Customer Can’t Ignore!

There’s an all too common (and hidden) mistake I see salespeople…

To Win More Deals, Lead with Problems Not Solutions. Here’s Why.

In the modern marketplace, the average person sees roughly 5,000…

3 Powerful Ways to Lead Your Customer Through the Buying Process

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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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One of the biggest misconceptions sellers have is that customers…

Convert Buyers by Unleashing their Hidden Enemies

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

How to Pitch Using Questions

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

Here’s Why Your Business Case Numbers Are Falling Flat

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

Salespeople: Don’t Confuse Value with ROI

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

The Hidden Force Accidentally Driving Your Prospects Away

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Have you ever walked into a retail store and been immediately…

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…

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…

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,…

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

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This article is the second in a two-part series. Read David’s…

Salespeople: Here’s Why Prospects Ignore Your Outreach

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This article is the first in a two-part series. Read David's…

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

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

The Future Of Sales Is Advocacy

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“Who HATES IT when another human being calls them on the phone?” This…

The One Sales Skill You Need to Build Pipeline (and How to Get It)

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A number of years ago I was part of a sales leadership…

3 Killer Tips for Crafting a Customer-Centric Sales Pitch

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Sales is a strange profession. On one hand, the role of a sales…

3 Jedi Mind Tricks Guaranteed to Boost Your Sales Efforts

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Think back to the last time you stayed in a hotel. Did you notice…

Use This Secret Infomercial Formula to Supercharge Your Product Pitch

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Infomercials are fascinating because, in just two minutes, they…