Self defeating thinking appears in predictable situations. Examples: rejection tough conversations pricing discussions stalled deals Here is a quick exercise to examine your top 3 self-defeating triggers… Take a piece of paper and write down your top 3, now. Consider when hesitation, for you, appears most often…and start writing. When you’re finished, walk away and […]
What are your top 3 self-defeat triggers Read More »
Most sales professionals already know what to do. They’ve been trained on discovery, objection handling, closing. And yet—deals still stall, conversations lose momentum, and opportunities slip. Not because of a lack of skill, but because of what happens in a split second under pressure. The hesitation before asking the hard question. The instinct to play
The Summit Framework: Master the Moment Before It Costs You the Sale Read More »
Most sales professionals are trained to diagnose the buyer—budget, authority, need, timing. And when a deal stalls, it’s easy to point outward: They weren’t ready. They didn’t see the value. They ghosted. But the toughest obstacles in sales rarely come from the person across the table. They come from hesitation before you ask the real
Before your next sales conversation, take 60 seconds and ask yourself Read More »
Sales professionals are trained to overcome buyer objections. In a sales professionals group on FB, the question was asked: How do you respond when a customer says they want to think about it? So many responses were based on training, experience and level of confidence. It proves my next point… The toughest obstacles rarely come
Your Toughest Sales Obstacles Aren’t the Buyer—They’re You Read More »
We’re taking a “pause” in our journey through the 48 Laws of Power. This short commercial break is designed to do a quick check in, to be sure you’re tracking with the why and how “power” serves you to beat self-defeat. This is about more than giving you great stories from history and how the
This law is both useful and serves as a warning. It is most powerful when you’re creating relationships with the mistrustful. While they may eye your approach with distrust, read on to learn the strategy to win them over. Conversely, beware the enemy who comes bearing gifts. Think once, think twice and then, think again.
Disarm With Honesty: Why Selective Transparency Builds Trust Fast Read More »
This law is not about “making” people depend on you. It’s about being so indispensable in what you do, who you are being and in what you offer, that they see you as the only choice to help them. In doing so, you can avoid the fate of the condottiere or Italian mercenary soldier in
Become Indispensable: How Sales Pros Make Themselves Impossible to Replace Read More »
“You are the average of the five people you spend the most time with,” is a famous motivational quote by Jim Rohn. Who you associate with, whether in your personal and/or professional life has an impact on you and your results. Consider when you’re at an event and everyone is happy, truly enjoying the scene. Contrast
Protect Your Mindset: Why Successful Sales Pros Avoid Negative Influences Read More »
Have you heard the statement, “show me, don’t tell me?” Certainly as a sales professional, your customers have a need for proof of concept. A common theme: “How do I know this will work for me and my business?” You may show them and find that they still require proof. Instead of arguing your point,
Let Your Results Do the Talking: Why Winning Sales Pros Don’t Argue Read More »
This law is not unknown to most sales professionals. It is usually the foundation of your marketing strategy, right? However, there are “smart” approaches that give this law real power in your success. This “smart” approach, used by few, creates an opportunity for the sales professional who “gets” it and uses it. Pay attention to
Make Buyers Come to You: The Art of Attraction in Sales Read More »
