If only he wasn’t so afraid of losing the deal. If only. He might have made 20% more on that sale. I just got through buying a beefy new laptop. I could’ve done it online, but I thought I’d see if I could get...
Read MoreAt one strange point in my sales career, I found myself working for a very small company. I think we had 12 people working together. I really shouldn’t say "together" though, as I was working all alone. I was the...
Read MoreOn Monday, I wrote about The God Sales Objection. Some people felt I was really shameful for picking on the notion of someone praying (well, actually I am not shameful, I am Shameless). But I really wasn’t picking on...
Read MoreThe first time I closed a sale in one call was huge moment for me. I used to sell computer software to businesses. And closing a deal in one call was unheard of. It "never" happened. But after spending 6 ½ hours...
Read MoreStalls and objections are always best handled up-front before you ever go for the close. Sometimes though, there are leaks in your system, and a prospect throws an objection at you that you’ve never heard before. I thought...
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