The Seven Deadly Sins Of Sales

The Seven Deadly Sins Of Sales

Over the years, I’ve watched a lot of salespeople come and go. Seems as if everyone thinks sales is an easy gig until they actually do it. I guess that’s a metaphor for life. It’s easier to talk about a task than do it. There are some misdeeds in...
7 WordTracks You Can Use To Overcome Prospect Objections

7 WordTracks You Can Use To Overcome Prospect Objections

As a lifelong student of the sales game, I’m always arming myself, my sales team and my clients with word tracks, that if memorized and used correctly, can help when you are in heated sales negotiations to overcome prospect objections. The key with word tracks is to...
3 Things that Separate an Average Salesman from a Closer

3 Things that Separate an Average Salesman from a Closer

You ever wonder why that guy down the hall from you closes more deals than you do? Well, if you’re a regular reader here that guy down the hall is probably you. Regardless, of looks, talent, personality or anything else “that guy” gets deals closed....
Rock Star Closer Radio: Closing Techniques That Work Every Time

Rock Star Closer Radio: Closing Techniques That Work Every Time

I’ve said it 100s of times, you don’t have to be a pushy asshole to be a sales closer in 2012 and beyond. All you have to do is know your audience. Knowing your audience requires the exact opposite action that most sales people do. Knowing your audience...