My friends and I have a trip planned to Big Sky, Montana for the end of this month. I was texting with one of my friends Luke about the upcoming trip. I asked him, “What are some of the things you want to do while we’re there?” He listed off…

Especially conversations that are negative and spiraling — I’ve learned a lot from my girlfriend about emotional intelligence and empathy. The first lesson she taught me was about how to ask questions when you’re talking to someone, especially this question: “How do you feel about that?” Just that question alone has improved my conversations tremendously. I’ve found that…

I have a sort of system worked out for books that I read based on recommendations. The first time I get the rec from a close friend, I add the book to a list. The second time I get the rec, I move the book to the top of the…

This is one of my favorite lines in phone sales. It’s perfect for when your prospect is giving you any of the following excuses for why they need to get off the phone: Can I call you back in five minutes? My wallet’s in the car. I have a customer…

When I listen to junior sales reps that are still learning to qualify, it often sounds “robotic.” I notice this particularly in the transitions between questions. …

As a brief refresher, qualifying is the process of determining whether a lead has the potential to become a customer. This is achieved by asking questions to identify certain “buying” characteristics in a lead (e.g., budget, timeline, pain point). There are multiple scenarios where you might be going into a…

You don’t want to be the salesperson that “steamrolls” your prospect by talking over them. If you go back and listen to your calls, there should never be a moment where you are talking at the same time that your prospect is talking. Your prospect’s words are like honey. They…

The other day I was walking on the sidewalk and I saw a “No Parking” sign posted on a garage door. But it wasn’t an ordinary “No Parking” sign — it also said “Visualize Being Towed.” And I visualized it! I started to think about how terrible it would be…

It’s like you and your prospect are sitting across from each other in a card game. Your prospect has their handful of cards and you have yours. Whoever lays down all their cards first loses. As a salesperson, some of the main cards you hold are value and pricing. The…