the Creative state
the creative state. In the world of sales. Sometimes we come across scenarios that just flummox us ….somebody says something to us. And we just left dumbfounded and flat footed. Because we know that they’re coming from a place that is derogatory to their future and We just can’t help them past it. In my […]
Motion v Inertia
There is a very wise saying, Do not confuse motion with action. And I think if we expand the scope on this. Sometimes it is very important to just take any sort of action. Inertia is deadly…..And it can keep us stuck for years. Frommy experience just taking any sort of action…even the smallest action […]
Stirrup man
I love to use analogies and stories when I’m coaching. And recently, I was sharing my experience as an Army PTI, and how we used to scale as a fireteam of four men, a 12 foot wall as an analogy is to the person we need to be in relation to helping our prospect, from […]
Understanding people 101
I had a great call with a young closer a few days ago. She was fretting a bit because she couldn’t quite understand the nature of why a prospect was in need of change yet didn’t buy.despite the, the offer or the service making sense. She mentioned that the guy was a father, and also […]
Dispatches 30/7/21
Dispatches 23/7/21 staircase rebuttal for fear – courtesy of Rhode can I share a perspective with you , when people have a lofty goal like yours they kinda see it like a great big staircase and they look up and think how the hell am I gonna get up there…and it’s daunting and they don’t move.. […]
Fake it til you make it
fake it till you make it. So I had a great call yesterday with a closer friend. He sells for an account where we are helping people make the transformation to a better place so that they can have a better life for themselves and their family and we often ask the prospect, what is […]
Presenting with clarity
Did we deliver the clarity the prospect needed ? So as you know I listen to a lot of sales calls. This week I listened to a great call which had so many positive facets and due to its high quality it was easy to diagnose how it could have been optimised. One of the […]
Dealing with uncertainty and lack of trust at the end of the sales engagement
Certainty breeds trust One of the first things that we need to understand is that we need to have a level of certainty that is going to allow the prospect to overcome their fear and hesitation at the time of making a commitment to buy. The way that we can deliver the certainty is by: […]
Don’t Settle ..Hustle
This week has been an amazing week. I feel like I have had so many fruitful conversations with people and some of the guys who I have been working with have had some pretty Crazy results ..shout out to TJ and Chris in particular. I wanna share an excerpt of a conversation I had with […]