In Part 1, we talked about how those words running through your mind during sales conversations can either create trust or trigger resistance. Remember how we discovered that the standard sales mindset often creates the very rejection it’s trying to...
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Have you ever noticed that sometimes your sales conversations feel effortless, while other times you sense resistance the moment you begin speaking? The difference might not be in what you’re saying out loud, but in the hidden conversation happening inside...
I jumped in too fast the other day. Let my own impatience get the better of me in a sales conversation. A potential client and I were discussing some personal training ideas for his group. At one point, he paused...
In the world of modern sales, we’re often told to “listen to the customer.” But what does that really mean in practical terms? Most sales professionals respond to what they hear — the surface-level answers, logical reasons, or common objections....
Still think about avoiding “objections?” Your buyer’s brain is literally fighting against you… Ever wonder why promising sales conversations suddenly turn cold? It’s not your product. It’s not your price. It’s your buyer’s AMYGDALA at work detecting your real intention....
During my first year in professional selling, I reached an inconvenient truth: The iconic “Always Be Closing” mantra is the most damaging sales advice ever given. This philosophy, immortalized in films like “Glengarry Glen Ross,” has created generations of salespeople...
After 45 years in professional selling and 27 years training others to sell ethically, I’ve reached a controversial conclusion: Most sales training actively creates the very resistance it claims to overcome. The standard sales model, with its focus on techniques,...