Your Signature Story

One of the most common objections in sales is the "3 Bids" objection. We all know what our prospect is doing. They're hunting for the best deal. But the best deal isn't necessarily the cheapest price. It's the best value for the price they're paying. It's our job to show...

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Your Capital “T” Truth

Starting from childhood, we come to believe certain things and see things as being a certain way. This is what I like the call the "Capital 'T' Truth." These are things that we view and accept as truth based on things we've seen or experienced. These beliefs can change from...

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The Sales Hallway

Picture this: You're at the store, but you didn't make a list. You try to pick up everything you need, but when you get home you realize that you forgot a couple of items. You should have made a list, right? The same goes for your sales process. You need...

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All Things Are Created Twice

Every part of the human body serves a purpose. Our eyes are used for seeing. Our ears are used to hear. Our hair, though often utilized in a cosmetic capacity, is actually meant to protect our heads from the sun, preventing sun stroke. The same goes for your brain. One...

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Closing Tips

Once you've finished your presentation, closed all the objection doors, and done your trial close, it's finally time to walk your prospect through the final door and close the deal. For this week's tip, I'm going to do a quick run through of some of my favorite closing tips, starting...

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Focus and Simplicity

Steve Jobs once said "The success of Apple Computers was based on focus and simplicity." You need to focus on what you want, where you want to go, and what you want to achieve in life. Although it is important to have these things to focus on, you also want...

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It All Has A Purpose

If you think of the human body in terms of "What is this body part's purpose?", you realize very quickly that everything your body does and can do has a purpose. Your arms have a purpose. Your legs have a purpose. Your ears have a purpose. Even the thickness of...

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The Reticular Activating System

Let's say you just got done eating a huge meal at your favorite restaurant. How many other restaurants do you think you'll pass on your drive home? In hindsight, you're probably remembering several of them. Now, how many do you think you noticed driving home after your meal? I'm willing...

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Proactive vs. Reactive People

There are many ways to tell if someone is a proactive or a reactive person. Although you can usually tell just by the kind of language the person uses, the deciding factor of whether someone is a proactive or reactive person comes down to one thing: how they deal with...

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