When a prospect or customer raises a concern, and then they hear a tired, old objection “rebuttal,” they typically become even more defensive and...
A Conversational and Effective Objection Response
read more
How to Blow Away the Objection Before it Comes Up
Objections are inevitable in sales. A great way to handle some is to address them before they even are said by the prospect. You'll hear how to do...
GUEST: Oren Klaff on Getting People to Think Your Idea is Their Idea
Oren Klaff, author of the million-copy-selling book, "Pitch Anything" shares fascinating insight from his brand new book, "Flip the Script---Getting...
RANT: Do Not Misrepresent Your Sales Intentions
A type of approach that gives sales a bad name in general is misrepresenting the purpose of a call or outreach. Hear examples of what these are, and...
Seven Tips for Getting Rid of Your Avoidance Behaviors
For many salespeople, their lack of production is not for a lack of being busy. It's because that "busyness" is typically "avoidance behavior."...
GUEST: Trial Attorney Sales Secrets, with Jess Lorona
Trial attorneys need to be master influencers, and "sell" in many different ways and situations. Today's guest is a prominent, experienced litigator...
Question Like this TV Detective to Get Great Information
We can learn how to be better at sales by observing and studying other professions. Police detectives are very skilled questioners. A fictitious one...
GUEST: He’s Going for 1000 No’s This Summer; Leo Quinn
One of the biggest fears of salespeople--or anyone--is hearing NO. Our guest today, Leo Quinn, is embracing the "Go for No" philosophy and is on a...
Free On-Demand Training: “How to Place the Successful Smart Sales and Prospecting Call”
I've shared hundreds of pieces of training and valuable how-to posts here, but I don't believe I've put up something this comprehensive that is not...