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How does it make any sense at all to keep using the slowest communication pathway to the sale when a superhighway of influence is available to us? We all want to convert the prospect into a customer faster.  If we…

You cannot be shallow and deep at the same time!  It is simply impossible! You cannot have superficial conversations with prospects about the mechanics and specifications of your product or service AND take them deep into the profound, transformation and…

There is a fundamental understanding that anyone in selling simply MUST grasp to be successful. Prospects start the process of investigating who and what to buy based on their current situation. They are triggered by a need, or want, that…

Great selling in 2023 is definitely NOT about manipulation, and it is DEFINITELY not about having the “gift of the gab” … Faced with the need to close more sales, people turn to the belief that great salespeople have some…

So, you want to influence others’ decisions, be seen as a thought leader in your niche … and sell more! Well, firstly, I want to challenge the idea of thought leadership.  To be a true thought leader you need to…

How do you get a 340% return on investment and effort from your sales approach? A memory came up on Facebook for me today that reflected on a post I shared, where I walked through how one of my clients…

The single most powerful thing you can do in any complex sale is to simplify … so why do so many sales people think that complicating things makes them look impressive? Simplification is the secret to speed of selling. Simplification…

There is a powerful difference between TELLING a prospect all about the value you create and SHOWING them the value you create … In the complex sale, the concept of “product in action” is a critically important concept. “Product in…

If your sales presentation makes your prospect feel ashamed, embarrassed, guilty or hopeless, it just won’t convert! People may buy out of fear and they will certainly buy out of desire, but they will shy away from a presentation that…

Wow!  2023 may well prove to be the year of Artificial Intelligence really hitting the road in marketing and other business applications. It seems all I’ve heard about in the past few weeks are AI solutions that can write incredible…