In today’s edition, we look at how to avoid sounding fake when trying to build rapport with a prospect. The key lies in being an authentic human being, who’s genuinely interested in your prospect. There are a few ways to do this. Let’s unpack them… You can tell immediately. The

In today’s edition, we look at how many salespeople destroy their value by asking the wrong question: “What’s your budget?” It sounds harmless, but it immediately shifts the focus to cost instead of value. Read further to see why that question damages perception, and what to ask instead to position

Harvey walked into a golf club for the first time. He didn’t know the lingo. Didn’t know what clubs he needed. Didn’t know if he should even commit to a membership. All he knew was that he wanted to play, and he wanted to be around successful people who played.

Something I’ve spoken about frequently in my newsletter is that talking too much in sales is not a good idea. Because if you’re doing all the talking: You might be sharing insight… You might be giving value… You might even be building rapport…   But you’re not creating space for

You know the feeling when you close the deal? They said yes.Maybe you shook hands.The email confirmation came in.You even treated your family to a little celebration dinner, because you earned it. Then, a day later… “Hi… I’ve had a think. I don’t want to go ahead anymore.” And just like that,

Have you ever read posts, watched a video, or heard some advice, along the lines of…“Use positive language to put your prospect in the habit of saying yes.” This is meant to get them in the habit of saying yes, so it’s easier for them to agree to sign with

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.

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