Why It’s Important To Identify the Lead’s Buying Timeframe

There are three stages of buyers you need to be focused on. The “right now” buyer, the “coming soon” buyer and the “someday” buyer. If you don’t identify which one you are communicating with up front, there’s a good...

Do You Have What It Takes To Close Sales? [Video]

I hear it every day from multiple people. “I’m a closer, I can sell water to a whale.” But 99% of the time it’s a lie that salesmen tell themselves. Just the other day, a guy texted me on Instagram saying, “I’m the best salesman in...

How To Follow-Up With a Lead Without Running Them Off

Making money from sales is a delicate balance of lead-gen, initial communication and follow-up. Most salespeople focus on the initial contact but the FU money comes from the follow-up. There are three tiers of money in sales: “right now money,”...

Nevermind the Nay-Sayers [Video]

No matter how good you are at something, there are always going to be people who try to steal your shine. They will tell you what you can’t do, what you won’t do and how what you want to do is impossible. Let me just tell you, those people are assholes....

The Hardcore Closer Mentality (Why We Close More Sales ) [Video]

Being a Hardcore Closer isn’t code for “pushy asshole.” It’s a lifestyle. I live by the Hardcore Closer code. What that means is that I’m 100% dedicated to making deals happen. Lots of people call themselves closers, but they are liars. A...