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

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

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 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

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

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

​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

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