How to Handle "Let Me Think About It" Without Sounding Pushy or Desperate
“Let me think about it” has probably launched more awkward follow-up emails than any other sentence in sales. You leave the call not even kn...
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A marketing vendor turned business owner brings insights from inside what actually works for small to medium businesses. Included are stories based on experience with hundreds of clients, le...
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Sales Personalities Series Part 5: Chatty Charmer
I'm closing out our five part Sales Personalities series with the one I think gets misread the most: the Chatty Charmer. This is the person...
Sales Personalities Series Part 4: Passionate Persuader
For decades, the passionate persuader was the only personality sales that most training was built for. This person is confident, direct and...
Sales Personalities Series Part. 3: Analytical Perfectionist
A DISC profile test looked my husband in the eye (well, on paper) and told him: you can never be in sales. Too quiet. Too detailed. Too prec...
Sales Personalities Series Part 2: The Inquisitive Educator
I've always asked a lot of questions. Sometimes people see it as curiosity. Sometimes they see it as overwhelming. Either way, it turns out...
Sales Personalities Series Part. 1: Relationship Builders
You know the feeling. The conversation flowed effortlessly. You connected. You laughed. You found common ground. By the end, it felt like yo...
Objection Handling Techniques That Build Trust
There’s a point in almost every sales conversation where the energy changes. A prospect hesitates or a concern comes up and most salespeople...
How to Handle Discount Conversations in Sales
Someone asked for a discount and suddenly your entire nervous system lit up. Do you hold the line? Negotiate? Cave? Risk losing the deal? Th...
The Tiered Commission Structure Every Business Owner Needs to Know
There’s a question I hear more than almost any other from business owners: “How should I compensate my salesperson?” It sounds simple. It is...
How to Turn Sales Demos Into High-Converting Conversations
Most demos don’t fail because of the product. They fail because no real conversation ever took place. What should be a back-and-forth turns...
How to Win the Deal Before You Even Meet the CEO
Most service providers think the goal is to impress the CEO because they’re the decision buyer. However in more complex deals with larger co...
Define Your Anti-Audience and Increase Your Sales
Most people can describe their target audience. Very few can clearly articulate who they are not for. That blind spot is expensive. It shows...
Why Hiring a Sales Team Too Early Can Kill Your Profit
You are in a phase most people do not talk about honestly. Your offer works. People are buying. You are busy enough to feel stretched but no...
The Smart Way to Increase Sales Without Trashing the Competition
One of the phrases that can put many on the defense is, “We’re also talking to a few others.” Sometimes it’s said plainly. Other times it’s...
When Being “Nice” in Sales Turns Into Self-Sabotage
Repeat after me - some money is NOT better than no money. In this Sales is NOT a Dirty Word episode, I walk through a real client situation...
The Language Patterns That Undermine Trust in Sales
After reviewing hundreds of sales calls, there are phrases people use in sales conversations that quietly sabotage the sale. The intention i...
Disrupting Delayed Decision Patterns in Sales Without Pressure
Most people are not bad decision makers. They are just repeating the same decision pattern (without realizing it) and wondering why nothing...
Why Curiosity Is the Most Underrated Skill in Sales
Most salespeople spend their time perfecting their pitch, memorizing scripts, and thinking about how to close. But here’s the truth: what se...
What Founders Get Wrong About Sales Compensation
One of the most expensive mistakes founders make happens the moment a salesperson starts performing. Revenue rises. Momentum builds. …and th...
How To Stand Out When Everyone Is Using AI in Sales
Everyone is racing to automate sales. Buyers are racing to avoid anything that sounds automated. People are talking about AI in sales like i...