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closing the deal, what's next, asking for the order, sales, sales leadership

Stop Closing!

As sales people we hear it all the time – it’s all about driving to The Close. When are you going to close that deal? What do you need to do wrap this up? The majority of sales training for the last several decades has been focused helping the sales person close the deal. There […]

sales, sales leadership, selling

Take Action Now

Jack Welch, the CEO of General Electric for 20 years gave us countless nuggets of wisdom as he grew GE’s value by 4000%. Amongst them are: Change before you have to. Control your own destiny or someone else will. Face reality as it is, not as it was or as you wish it to be. […]

circle of selling, sales, sales leadership

Plan. Do. Review.

  The Circle of Life is known. The Circle of Seasons is known. The Circle of Beer may not be as well known (yes it’s real…google it.) And the Circle of Selling is probably the least known of all. But it is this specific circle that drives the best performing sales teams to exceptional levels of […]

sales skills, shift, challenger sales, sales tactics, acknowledge and pivot

Don’t Disagree – Acknowledge and Pivot

It’s tough to not want to be right all the time. In fact it may even be genetically impossible for the male species. At least that is what I have come to believe. That little bit of wisdom, as they say, and a $10 bill will buy you a small plain coffee at your favorite […]

Build to Serve and Win

Building blocks are not just for kids! Sales people need them now more than ever. Let me expand and explain. As sales people we are told to “just go sell”. Get more face time with our clients. Understand what they need and then deliver it. Simple, right? From that single perspective yes it is. And […]