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Sales negotiation isn’t a game of who can talk last. It’s a skill and the best sales people know that the deal is won before the paperwork hits the table.
Here are the 7 immutable rules I teach sales...
My son Tom took a fall while snowboarding and fractured his wrist. Initially he was also blacking out too due to the shock and not from a head injury (thank goodness!).
Within minutes, the ski field ...
Align These 3 Sales Processes or Risk Losing Control.
Sales isn’t just about hustle.
It’s about alignment and the most powerful position in any deal comes when these 3 processes are working together...
Too many salespeople confuse “activity” with “progress.”
Sending a few emails, leaving a voicemail, and then crossing your fingers?
That’s not a sales cadence. That’s wishful thinking.
A true sales...
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 ...
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...
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...
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...
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...
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...
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 ...
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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