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Let’s Play a Little Mind Game…

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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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When You Draw, You Draw People In!

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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…
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Don’t Assume

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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…
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The Five Buyer Safety Decisions

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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…
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Reasons Why Customers Don’t Buy

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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…
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How Do You Feel About Selling?

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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…
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Dilution Bias

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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…
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Transparency In The Sales Conversation

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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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