10 Questions To Turn “Maybe” Into “Yes”
You know how when you reach towards the end of the sales cycle… And you know you need to close the deal. But… You’re not quite sure how to do that. You find yourself trapped in concern about what to say or ask, so you don’t mess up and lose the sale. Then you start overthinking it […]
Don’t Miss These Buying Signals
Imagine if every buyer just said, “I’m ready. Send me the contract.” It would make our jobs a lot easier. But we know that in reality, buyers rarely come out and say it directly. Instead, they signal it. Often without even realising they’re doing it. And if you know how to spot these signals, you can move the […]
How to Win More Proposals and Close More Deals with the SOLVER Method
In today’s competitive business landscape, winning tenders and crafting standout proposals isn’t just a nice-to-have skill — it’s critical for sustained growth. Whether you’re pitching to a government contract, submitting a service proposal, or trying to close a high-value deal, the structure, clarity, and relevance of your proposal can make or break your chances. Too […]
They Won’t Say “I’m Ready To Sign,” But They Will…
Let me take you to a moment every salesperson knows. You’ve built rapport. You’ve handled objections. You’ve delivered your pitch, and the prospect is engaged. You’re thinking:“This is going well.”But you don’t want to push.You don’t want to come across as too eager.So you carry on talking. Explaining. “Adding value.” And before you know it…The moment […]
What Mel Gibson Can Teach You About Sales
In the 2000 film What Women Want, Mel Gibson played a smooth-talking ad exec who thought he knew everything about women… That is until an accident gives him a strange new power.He could read women’s minds. At first, he was overwhelmed.Then, he began using his new power (although not always for the best) Regardless, as a […]
Personal Branding Is No Longer Optional
The world is evolving. AI is everywhere. And buyers are no longer just buying from established companies. They’re also looking to purchase from companies that share the same values as they do. Companies that feel… human. And the only way to make your company feel human is by giving it a personality. Or, establishing your […]
The 3-Course Sales Meal
The best sales conversation flow naturally. But that’s a lot easier said than done. What is the best way to accomplish a natural flow in sales? It’s done by the questions you ask. The reality is that there is an art to asking questions in sales, and it comes down to timing. Last week, I […]
Sales Is All About Being in_ _ _ _ _ _
When I started driving, one of the most important things I had to learn was balancing the clutch! Because I knew, if I couldn’t balance the clutch, I wouldn’t be able to take off, let alone drive somewhere! And you might have had the same feeling. But the reason I told you that little story […]
The Secret To Handling Objections Like A Pro
Last week, we covered the eight biggest mistakes salespeople make when handling objections. Now, let’s talk about how to do it right. Every objection comes down to one of three things: They need more information. They don’t yet see enough value. They don’t see enough of a reason to change. And if you […]
8 Damaging Ways You Might Be Handling Objections
One of the biggest problems salespeople still experience today is objections. Through all my training, mentoring and speaking events, this is one of the most common issues that keeps resurfacing amongst salespeople. Now the reason you may think this exists is because salespeople don’t know how to handle objections. But the problem runs a little […]