Most salespeople ask too many questions. They interrogate prospects, digging for information that doesn’t actually move the deal forward. The result? Prospects feel overwhelmed, defensive, and skeptical. But what if you could get all the information you need with just three strategic questions? This framework cuts through the noise and gets straight to what matters: […]
A top performer closed three deals last week. Total value? $47,000.Another rep, selling the exact same service, closed zero. Same company. Same pitch deck. Same pricing.What’s the difference? One follows a system. The other wings it every time. Most people think sales is about talking. Being charismatic. Having the gift of gab. That’s why they
I once watched a colleague spend 90 minutes presenting to a prospect who checked their phone seventeen times. The deal? Dead before the Q&A even started. That same week, I closed a bigger contract in 22 minutes flat. The difference wasn’t the product. It wasn’t even the pricing. Rather, it was understanding that nobody—and I
A freelancer was nervous. He’d just finished building a landing page for a client—took him eight hours, lots of coffee, and one minor panic attack when the CSS broke. When the client asked, “What do I owe you?” he mumbled, “Uh… $200?” The client didn’t blink. Just said “Sure” and paid immediately. That’s when it
The phone call ended and the urge to quit was overwhelming. Third rejection in a row. Each “no” felt like a punch to the gut. A manager walked by. “You good?” “Yeah,” came the lie. The Fear That Kills Careers Rejection hurts. That’s biology. Our brains process social rejection the same way they process physical
A sales professional thought he had the deal closed. Great meeting. Good rapport. Then the prospect said: “Let me think about it.” Translation: “I’m probably not buying.” What Sales Objections Really Mean An objection isn’t a rejection. It’s a roadblock between where the prospect is and where they want to go. Your job? Remove the
Ever had a sales meeting where everything seemed perfect? The prospect’s nodding along. They’re saying things like, “Yeah, I could definitely see us using this.” You’re thinking, This is it. This deal’s in the bag. Then you ask for the sale. And suddenly? Radio silence. They go cold. They disappear. They hit you with the