Close the Deal

As a sales professional, there is nothing more important than being able to close the deal. Depending on your field, a sales presentation can take over an hour. Most of that is getting past objections, relationship building, educating your prospect, etc. But none of that will matter if you don't...

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Being Persistent

In sales, you really have to be persistent. You need the mindset that you will do whatever it takes to close the deal and really just go for it. Now, I'm not talking about being pushy or belligerent, but you rarely get what you want, in business or in life,...

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Dealing with the Price Objection

Anybody who's done sales for any length of time is very familiar with the Price Objection. Obviously, the Price Objection must be addressed at some point during the call, but in the context of the sales hallway, you can't just rush down to the end of the hallway and ask...

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Hinkley High School Graduation

Nothing is more important than teaching the new generation. They are the leaders and business owners of tomorrow. Last year, I was given the opportunity to speak to the 2016 graduating class of Hinkley High School. The ideas and concepts we talked about are the same ideas and concepts that...

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What Really Drives You?

No matter what you do or where you want to go in life, focus will get you there. You need it. You cannot achieve your goals unless you focus on them. But first, you have to make sure that you're focusing on the right things. We often talk about the...

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Dealing with Challenges

In "The Road Less Traveled" by M. Scott Peck, the first three words are "Life is difficult." Everyone seems to have this belief that everything is always going to be sunshine and rainbows. The reality is that you will face challenges. You will face hardships. You will face struggles. What...

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Dealing With “I Want To Think About It”

The "I Want To Think About It" objection is another one of the most common objections we face. It's especially frustrating because the rest of your sales process can be going along smoothly and all signs point to a sale until they say those dreaded words, "I want to think...

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Dealing with 3 Bids Proactively

This week's topic really needs no introduction. I'm sure we're all very familiar with the 3 Bids Objection. You're talking to a prospect and everything seems to be going good. You come right down to the finish line when they say "I've got 2 more guys I'm talking to this...

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Go For No!

My friends, Richard Fenton and Andrea Waltz, wrote this great book called "Go For No!" It's a really simple concept and applies to many different situations in many different ways. "Go For No!" can mean everything from trying to get a specific amount of no's to continuing to offer more...

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You’re Right, Even When You’re Wrong

Have you ever been on the way to work and you're thinking "I just know that traffic is going to be a problem today." And you're right. There seems to be a lot of people on the road and the guy in front of you is going slow and every...

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