Let’s Play a Little Mind Game…
Let’s play a little mind game to help deepen our thinking about selling … Imagine you had a superpower that allowed you to know, out of every 10 prospects, the two that will buy from you no matter what, the…
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That Is The Real Reason Prospects Don’t Buy From You?
Some of the most insightful information you can review to improve your sales results, is also some of the hardest to get … You should be fascinated about why the prospects that didn’t buy from you, made that decision. It’s…
Read More When You Draw, You Draw People In!
Should you use PowerPoint or should you draw on an iPad or Flipchart to present a visual sales model? If you’re familiar with my work, you’ll know that we have designed powerful visual models that completely change the dynamic of…
Read More Don’t Assume
So often the assumptions we make about the prospect turn out to be true … is that just amazing coincidence or is something else happening? You know what I’m talking about – we assume the customer can’t afford what we’re…
Read More The Five Buyer Safety Decisions
When a buyer feels safer with you than they do without you, the entire dynamic of the selling process changes … Here’s the real shift … every selling process is also a buying process. If we really want to supercharge…
Read More Reasons Why Customers Don’t Buy
Sometimes when the customer says they can’t afford your price, they’re really saying something else … Whilst the customer may have many reasons to NOT buy what you’re selling, there are three things a buyer can say to get out…
Read More How Do You Feel About Selling?
If what you do has a serious impact on your clients’ circumstances, then you’d better get serious about selling … In November 2019, I suffered a pretty catastrophic back injury … in Mexico! I had to get from Mexico to…
Read More Three Questions That Are At The Heart Of Value
Your prospect is trying to make three decisions that you must help them answer … Why this? Do I really need this product or service in my life? Will it work and will it work specifically for me? Will it…
Read More Dilution Bias
There’s a psychological bias called the Dilution Effect and it has a counter-intuitive impact on sales success. Your prospect is processing two types of information: Diagnostic information that helps them make a decision, and Non-diagnostic information that is not relevant…
Read More Transparency In The Sales Conversation
Transparency in the sales conversation for a complex sale is a superpower that too many people avoid … If you’re in a sales conversation with a prospect, they know it. There’s no need for games. Yet too often, the sales…
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