Whatever’s going on with your client that’s causing them pain, it’s causing other people pain too. You can uncover and leverage that collective hardship by asking this one question.Read More
The more your client has tried unsuccessfully to fix their problems, the more pain they’ll be in. But have they tried enough yet? Learn how to find out in this episode.Read More
We mostly think of buying as an isolated act, something our customers do in the moment. But it’s probably more useful to think of buying as a behavior. A behavior is an action or reaction which is triggered and conditioned.
Today we’ll be diving into the episode #3 of 6 of Modern Sales’ series on #SalesQuestions, I’ll be covering the one question you can ask that can help you find out what’s motivating your clients to buy.Read More
What happens when a prospect finally starts hinting their company has an opportunity or problem that fits with your solution? Should you take this as a sign that all the stars have finally aligned and it’s time for you to go in for the close?Read More
Speak some words, receive some words. Throw the ball back and forth indefinitely. Cross your fingers that you understand how to avoid miscommunication.
One would have thought that miscommunication would drop with the advancement of technology. Alas, this hasn't been the case. We're more connected than ever, yet we seem to stray only further from mutual understanding.
In today’s episode, I’ll talk about how you can influence people too and do it at scale by building a personal brand. I’ll tell you why it opens the best kinds of opportunities. What it means to get advanced with your personal branding efforts and the steps you can take to start building today.Read More
This is Part 2 of my personal branding series. If you’d like to start from the top of the series, go back and listen to the last episode where I cover the reasons you might need a personal brand, and how to get started with the basics. And in today’s episode, we’ll step it up from the basics to some intermediate steps you can take to build your personal brand.Read More
Whether you’re an employee or entrepreneur, cultivating a personal brand has become more important than ever. When you’re the face of your business, building your personal brand makes perfect sense.Read More
After setting a goal, for you to be an expert, you need to practice with focus. And in today's episode, I'm going to give you some ideas and ways for how you can practice alone, with a partner or with your team to improve your selling skills.Read More
“Everything is negotiable. Whether or not the negotiation is easy is another thing.”
Who among you has never had the experience of getting involved in lengthy negotiations over rates?
Regardless of how reasonable or competitive you believe your pricing is, you'll likely run into at least some customers who want a better deal. It can be tempting to play hardball, or in some cases, walk away—but if you can negotiate a win-win solution, you'll have the chance to preserve not only your own interests, but possibly build a long-lasting customer relationship as well.Read More
Objection is a sign that your prospect wants to work with you. How you address that objection can be the result between a successful sales process and one you’d rather forget. In this podcast episode, I’ll give you some tools to navigate objections effectively.Read More
Whom should you sell to, and how should you sell to them? Your sales strategy is the answer. In this article you get a template sales strategy plan so you can start working on improving sales today.Read More
Account plans are one of the most important tools a salesperson has. They bring together critical information about your customer, your competitors and your sales strategy to nurture existing business in a simple document to ensure each customer is set up for success. In this episode of Modern Sales, you’ll learn how to build a sales account plan and the questions to ask in order to build it.Read More
If you want the best sales books of all time, you’ll have to look beyond the books in the sales section. Some of the best sales books of all time aren’t sales books at all. In this article, I’ll share my top sales books with you. They’ll help you understand how and why people buy. But they’ll also help you understand people, full stop.Read More
Any successful deal needs a sales proposal whether you like it or not. A sales proposal can either make you lose or win a deal. It can help you gain a new client or establish long-term relationships with prospective clients. Keep in mind: a sales proposal lets you pitch a product or service to land new or repeat business – an ideal way of closing deals.Read More
The focus of your services can have many variations. It may vary from client to client or from project to project. So, it is important for you to know what your focus is and what value you can provide to your potential clients. It is important so that you can clearly explain it to them.Read More
As a consultant, it’s important to set well-defined and measurable goals for your clients. By uncovering your client’s pain points and vision you have something powerful to tie their goals to later. In our industry, there are only a handful of goals that most companies will target and we explain each of them to the client and then give them the opportunity to decide what will make the project successful.Read More
Every single product or service has been designed with the concept of fulfilling a particular need. Yet, why is that only a few are an instant hit among people and the rest pass by unnoticed? Many attribute the success of a product to reasons like cost, marketing, and many more. But, the real reason behind every product’s triumph is its ability to solve its customer’s pain points. So, what are pain points?Read More
Don’t waste your time knocking on doors that won’t open. Selling any type of product or service can be a fine line to walk--you have to find that perfect balance between being persuasive but not arrogant or annoying. A sales process that complements your business, sales representatives, customers, and products or services will allow you to boost conversions, close more deals, and ensure all of your reps are providing customers with positive and consistent experiences — no matter who they're talking to.Read More
Some things will help you build trust, others will help you lose it. These 9 things will put you on the fast track to losing client trust…so avoid them.Read More