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Has this ever happened to you? You finish what seems like a great sales call. The buyer says that they definitely need what you’re selling, and the price and quality are both fine. They’ll definitely place an order. “But,” they say, “now’s just not the right time. Come back in six months.” Of course it [read more]

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{The 19th in a series of the 25 most useful sales stories} Wouldn’t it be great if you could resolve your buyer’s objections before they’re even brought up? Turns out you can. And, believe it or not, the best example I’ve ever seen of that was in the hip-hop movie 8 Mile, starring rapper Eminem. [read more]

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{The 19th in a series of the 25 most useful sales stories} One powerful use of storytelling in sales is to resolve your buyers’ objections before they’re even brought up. I’ve come across two different methods to do this, so I’ll cover one in this post and the other in the next. The first technique [read more]

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{The 18th in a series of the 25 most useful sales stories} One of the final, and most common objections buyers have to what you’re selling is price. So, if you’re at the point that you’re negotiating price, congratulations. You’ve got a prospect interested in what you’re selling, and you’ve probably resolved every other objection [read more]

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{#17 in a series of the 25 most useful sales stories} As most salespeople have learned, the real selling doesn’t start until the buyer says no. That’s why there are all kinds of methods salespeople use for handling objections. Some of the more popular ones are:   LAIR: Listen, Acknowledge, Identify Objection, Reverse It) LACE: Listen, [read more]

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{Number 16 in a series of the 25 Most Useful Sales Stories.} Value-adding stories are stories that actually add to the attractiveness of the product. They literally make people willing to pay more money for your product than they would without the story. One example of that is the Pig Island story I told on [read more]

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{The 15th in a series of the 25 Most Useful Sales Stories.} “Two roads diverged in a yellow wood.” That’s the opening line of one of Robert Frost’s most famous poems, The Road Not Taken. It describes a difficult choice the narrator has to make between two different paths, and how important it was that [read more]

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Customer success stories are probably the most common type of sales story. And they deserve to be. That’s because buyers trust what other customers have to say much more than what a salesperson says. So, your customer success story, even if you’re the one telling it, is far more credible than just your opinion. But, [read more]

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My guest this week was Stewart Samkange in Kenya. Stewart is a sales professional who’s worked at IBM, Microsoft, Oracle, and SAP. And he’s in the process of relocating from Kenya to Dublin, Ireland to take a job working for LinkedIn. Stewart is a regular listener of the podcast and reached out to me with [read more]

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For some reason, when you’re in the speaking business you’re constantly asked to work for free. I don’t imagine school teachers or farmers or physicists are often asked to travel across the country to teach children, grow crops, or uncover the hidden mysteries of the universe without pay. But in my line of work, and [read more]