When we first start in sales, we get taught what to say versus how to think. We are told to memorize closing scripts, prospecting scripts, presentation steps, and follow up scripts. But when the struggle hits and no’s start to stack up, we get told,...
When you are defining your marketing strategy, you will need to decide whether you will be a one-stop shop for your industry, or if you will carve out a specific piece of the market, called a niche, for which you will establish yourself as the specialist. Either is...
There are two types of people in this world when it comes to sales. There are hunters and there are farmers. Hunters are the high energy, go-getters who operate from an “I only eat when I kill something” mindset. Farmers are the deep...
What have you done to prepare for a customer? Mapping out your customer experience is a very important part of the sales process; however, it is one of the most neglected. A customer’s first impression of you or your company, and the way you do business, can be a...
Look, it’s common sense to run away from things that scare the shit out of you. It’s programmed into our DNA to either run away or fight when something is a perceived threat. Truth be told, we’re probably mostly descended from people who chose to go...
