I Blew the First 30 Seconds of the Call. I Still Closed. Here’s How
Last Wednesday, I had what could have been the worst opening to a sales call…
Halfway Through the Call, She Tried to Sell ME
Last Thursday, I was 23 minutes into a discovery call with Amanda, a VP of…
Every Killer Pitch I’ve Ever Made Had These 5 Parts. Steal the Structure
Over the past three years, I’ve delivered 347 sales presentations. Of those, 89 resulted in…
“It’s Too Expensive” Is Usually a Lie. Here’s What They Really Mean
Last Thursday, I was presenting our $47,000 consulting package to Marcus, a VP of Operations…
“I Need to Think About It” — Here’s How I Turn That Into a Yes
Every salesperson dreads these six words: “I need to think about it.” It’s the polite…