If your big selling point is to just get an “ROI” for your client, then you better stick around and listen to this. It’s a better way to frame your sales calls. (If you want a better long-term relationship with your clients that is.) I just remembered a coaching call back in March with a …

ROI-Based Selling is LAZY Selling. How to Fix Your Broken Close Rate by DITCHING the ROI-Based Process Read More »

Complimenting your prospect isn’t inherently the ‘wrong thing to do.’ It’s just wildly ineffective FOR MAKING SALES. Here’s a time when complimenting this salesperson’s prospect worked against her, instead of helping her achieve his goal. Storytime: She was on the phone with the prospect, and they were talking about the prospect’s offer. The prospect said …

Stop Complimenting Your Prospects Read More »

One of the best ways to improve your sales calls is to carefully listen to recordings of your calls (or have an expert do that for you). In this post, I’ll teach you how to record your sales calls and I’ll give you the top two software I would recommend using to record your sales …

How to Record Your Sales Calls Read More »