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Why You Must Win First and Then Negotiate Jun 25, 2025

Too many sellers make the mistake of negotiating to win the deal — instead of winning the deal before they negotiate.

Here’s the truth:

If you haven’t already won the buyer’s mind and trust, you're ...

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The 4 Levels of Sales Negotiation and How to Win at Each One Jun 17, 2025

Not all negotiations are created equal.

To win more (and protect your value), you need to recognise which level you're negotiating on and adapt your strategy accordingly.

Here are the 4 levels of sa...

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"I’m in a meeting" 3 Smart Ways to Handle this Common Objection Jun 10, 2025

If you make cold calls, you've heard it: "I'm in a meeting."

I’ve been reading a few of Jeb Blount’s blogs recently where he points out that how you respond in that moment separates average reps from...

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Have you Actually Won the Deal? Jun 03, 2025

Implicit vs. Explicit Buying Signals in Sales

It’s one of the most common traps in sales:

You think you’ve won… but the deal still stalls.

Why? Because there’s a massive difference between an impli...

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Win the Sale with Micro-Stories May 27, 2025

Sales isn’t about a single YES—it’s about a series of small commitments that move a deal forward. Every step, from securing a meeting to finalizing the contract, requires your prospect to say YES to s...

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Ever Felt Emotionally Rattled in a Deal? May 20, 2025

Buyers Play Games and Great Sellers Stay Calm.

Let’s be honest some buyers know exactly how to push your buttons.

They delay. They ghost.

They say things like:

“You’re too expensive.”

“We’re revi...

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What Separates Top Performers from the Rest? May 13, 2025

What Separates Top Performers from the Rest?

In my years leading sales teams, I’ve seen first hand that the best salespeople don’t just hit their targets, they consistently outperform them. They aren...

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You Don’t Lose Deals Because of Logic. You Lose Them Because of Emotion. May 06, 2025

As sellers, we think we’re being rational — but in high-pressure moments, it’s often emotion running the show.

Here are 7 disruptive emotions that silently kill deals (and careers) — and how to rise ...

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Want to Close More Deals? Apr 29, 2025

Sales isn’t just logic — it’s human.

And the best sellers don’t just pitch products — they influence people.

I find that the READ Framework helps you tune into how buyers think, feel, and decide — s...

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The 80/20 Rule in Sales Apr 22, 2025

80% of your results come from 20% of your actions.

So ask yourself:

What’s the 20% of activities that actually move the needle?

🚀 Cold calling? Yes.
🚀 Following up? Yes.
🚀 Asking tough questions? Y...

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Funny Money: Why Every Seller Needs a Give-Take List Apr 19, 2025

Have you ever felt like you were giving too much away in a deal… and getting nothing back?

Welcome to the world of Funny Money — all those add-ons, extras, and favours that feel free, but cost you re...

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Mastering the Fundamentals: 5 Basic Sales Strategies for Success Apr 08, 2025

Sales isn’t about reinventing the wheel—it’s about executing the fundamentals flawlessly. Yet, too often, sales teams get caught up chasing the latest trends and forget what truly drives results.

Her...

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