Season 1

I reveal my real life experience trying to get my air conditioning unit repaired. I went with a great company, a talented and engaging technician yet a couple of missteps had me go with a competitor. They lost the deal …

I've watched and listened to hundreds os sales calls. I've noticed in 90% of those that the seller gets uncomfortable in talking price. They make 3 big mistakes: They don't talk about the price at all (and you can't close …

You can't close a deal in sales or in life if there is conflict or disagreement. If there are two people in a conversation and one is in agreement there can be no conflict. This episode discusses how to build …

Cadence is rhythm and flow. It is how you can literally sing to your prospects so your sales melody becomes locked in their consciousness and will play when they are ready to buy. I show you how to create a …

in order to close more deals

What behavior do you or your salespeople exhibit? Cannibals tend to feed off existing accounts Carnivores are the T-Rex of sales They hunt and kill. They bring in new logos. Learn how to activate your carnivorous DNA!

The best product, service or person never beats the product, service or person who is best known. Emerge from obscurity. You must grab attention to get known. Money follows attention. This episode discusses the importance of promotion and...

One of the keys to closing the deal I headlined last week is following up. The average salesperson makes two calls. 80% of deals are made on the 5th to 12th call. In this episode I give you 7 ways …

Sales Closers are not born. They are made. They learn the sales process and hone their craft. In this episode I ;ay out the 6 step sales process and then the 7 reasons why people fail to close the deal

Win First and Fight later is an axiom from Sun Tzu, the author of the Art of War. Sizzling sales rainmakers win deals in the discovery phase, and don't claw and fight late in the battle with the only weapon …

Executive Presence is exuded by some people. In this episode I explain it is not a genetic gift. It is a capability you can build. Here are 5 ways to build it so you can be more confident, more assured …

Great salespeople don't do different things. They do things differently. In this episode I share two things all salespeople do but do them in a different way to deliver greater success

Objections are not an evil to be avoided! They are signposts for your sale. To be a sizzling sales success you need to have objection handling skills in your arsenal. In this episode I'll give you ways to effectively disarm …

Finding and acquiring new customers is critical for your business. In this episode I share the 5 pitfalls I most frequently see commercial contractors making when trying to attract new business. I'll also share techniques to overcome these...

Sales is a lagging indicator. Belief is THE leading indicator. Top sales sizzlers exude total conviction in themselves, their service sand their company. This compels their prospects to buy from them. This conviction comes from their inner...

To produce consistent sales even in economic downturns, you need to prospect for new business. The most effective prospecting tool is the telephone. Many are scared of picking up the phone to call new prospects. Thye fear...

Growing sales is always challenging particularly in a competitive bid environment. In this episode we look at 4 Ways to Grow Sales via the 4 R's: Reconnect: Awakening Past Relationships Reap: Harvesting the Bids already in Your Sales Pipeline Reach:...

3 types of sale campaigns--the Bake Off, The Trade Off and the Lift Off. Which campaign type dominates within you or your sales team?

The Power of 1%

Many salespeople focus on what they do or how they do it. Your prospect is less interested in the what and the how. They have a problem or need. And they want to know you understand and empathize with that …

I explore the difference between value and price. When a prospect tells you "you are too expensive" you may be tempted to reduce price. DON'T! Reducing price does not create a more valuable product or solution. It only means...

To win the sale you must fervently beleive your solution will benefit the client. You must present your case so confidnetly that you will stand out. The outcome will be you are so compelling the client cannot resits working with …