Closing the sales is tough, I get it. You do all the work building rapport and qualifying the lead, only to choke when it’s time to seal the deal. Sound familiar? Many reps leave money on the table because they wait until the very end before asking the big “will you buy?” question. Talk about awkward! No wonder we avoid it. My buddy Sam would sweat bullets trying to close at the final sales meeting. But my other friend Walter takes a smoother approach by closing throughout the entire sales process. He asks micro-closing questions after each call to see if the prospect is ready to move forward ..read more

In today’s fast-paced market, knowing how to sell a product is crucial for business success,. he truth is, the art of selling has evolved, and staying ahead means adapting. The good news? I’m here to guide you through this transformation. To sell a product effectively, you need to navigate through six essential steps we’ll uncover in this video. These steps are designed to not only grab attention but convert that interest into tangible sales. Let’s begin: Step #1: Find Your Ideal Customer Persona Kicking off our journey into mastering sales, the first thing you gotta nail down is finding your ..read more

In this video we cover 5 strategies to increase sales no matter what you sell or the industry you sell within. Strategy number one is to make your value proposition more specific. 1: Specific Value Proposition The more specific your value proposition is, to the needs of your specific buyer the more meetings you’ll book from your prospecting and the higher your closing percentage rate will be. Most sellers try and aim for a broad value proposition during their cold outreach thinking that if they cast a wider net, they’ll hook more prospects onto a call. This isn’t how it works in reality. Imag ..read more

If your buyers don’t have a reason to move forward in their buyer’s journey, then they will stand still. This leads to 26% of all deals that are forecasted as a likely win, to turn into a “no decision” according to CSO insights. That is a massive amount of revenue that you’re leaving on the table every quarter. It could be the difference between hitting quota or not. So, let’s take a look at why this happens and then what we need to do to create too much urgency in our buyers that they get the deal done, quicker than ever before. Pain of Implementation The main thing that kills urgency in B2B ..read more

Want to find better buyers and weed out the crappy leads that only end up wasting your time? Then be sure to ask the 9 qualification questions we’re talking about in this video on each of your discovery calls. Diagnosis calls are slightly different to traditional discovery calls because they cover discovery, qualification, product positioning and micro-closing in a single call rather than spreading all of this out over multiple engagements. 1) Uncovering Pain Is your prospect dealing with a problem? And are they in enough “pain” to drive the right amount of urgency to buy? A “yes” to both is d ..read more

If you want to consistently win at sales then you need to be strategic in your approach. It’s not good enough to randomly be connecting with prospects and hoping that they will buy from you. You need to implement step-by-step systems that allow you to find and close business like clockwork. And that’s where the three sales strategies that I’m going to cover in this post come in. Right Message, Person, Timing The first sales strategy is designed to rapidly improve your prospecting. It’s deadly simple. For every prospecting activity you do, ask yourself if you’re sending the right message, to t ..read more

The best way to start a sales discovery call is with a “pre-frame”. A pre-frame is an influence technique used to limit the scope of a conversation to drive it towards a specific outcome. I start all my pre-framing on calls with: “The way these calls usually go is…” And then outline the quickest process to get through qualification, discovery and the close. The best way to think about pre-framing is to “act like a Doctor”. The Doctor Mindset The best metaphor for the mindset behind a successful diagnosis call is to act like a doctor. When you visit a doctor, they ask what the problem is. You ..read more

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Want to go from loser to rich? Then you need to learn how to like, heck, even love doing things that other people find hard. I used to avoid doing hard stuff. I’d procrastinate on everything. I used this 4 tricks to get over it and since built a 7-figure sales training business, run two YouTube channels, and am now more productive than ever. How did I start liking doing hard stuff? I killed my lizard brain.  The Lizard Brain What is it? Well, this is the part of your brain that’s leftover from your pre-human ancestors. It’s focused only on the now. It doesn’t understand the future or the ..read more

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