Stop Selling & Start Succeeding

When asked “What do you sell?” my answer is “I don’t sell, I develop relationships, many of which happen to turn into business.” … [Read more...]

How I Closed the Biggest Deal of My Life

27 years ago today, after a long, complex sales cycle, I closed the biggest, most important deal of my life. When the deal was negotiated, the buyer chose to make the acquisition. I never asked for the order; not once. … [Read more...]

Are You Selling Like Publishers Clearing House?

The first time a “You won a $1,000,000” showed up in my mailbox, my sales and marketing mind was piqued. Opening this treasure revealed I had not won anything yet and might only win a car or digital clock with a shortwave radio that doesn’t work. The pitch unfolded to a litany of stuff I did not want, yet subliminally suggested a purchase would help me win. Sales people spend tremendous effort … [Read more...]

The Lever that Removes Price from Negotiations

You have done a superlative job qualifying, establishing value and ROI, and have the customer’s agreement to both. Now price is the issue? You have invested time, effort, expense, and you’re frustrated, disappointed, and appropriately ticked off. Don’t show your pain. Grin and bear it, because you’re at the beginning of the negotiations, not the end. When the buyer argues price, what they’re … [Read more...]