Professional athletes practice as much as 20 hours a week for a 1-hour game. How much time do professional sellers spend on practice? Let’s ask Allen Iverson. Hosted on Acast. See acast.com/privacy for more information.

Why do we put things off, especially those activities we know are good for us? Sometimes it is best to roll up your sleeves and get to work. Hosted on Acast. See acast.com/privacy for more information.

If you can’t explain what you do simply, you will find it difficult to convince others of its worth. Hosted on Acast. See acast.com/privacy for more information.

If we are just winging it, we leave everything to chance. A process allows us to predictably control the outcome. Which do you think is better? Hosted on Acast. See acast.com/privacy for more information.

We take recommendations from people we trust. How many customers do you have with that level of trust, where they rely on you to make a recommendation? Hosted on Acast. See acast.com/privacy for more information.

Are we planning for the future, thinking beyond the today? Or are we treading water? Hosted on Acast. See acast.com/privacy for more information.

When we are successful, we start to drift. We stop doing the things we did to become a success in the first place. Hosted on Acast. See acast.com/privacy for more information.

There are some things you can do to increase the probability of winning. Want to know what they are? Hosted on Acast. See acast.com/privacy for more information.

I get tired of having the rate conversation. It is as if the laws of capitalism don’t get to apply to those who sell advertising. That price is supposed to decrease, magically. Hosted on Acast. See acast.com/privacy for more information.

The best person you can believe in is yourself. Trust in your abilities. Hosted on Acast. See acast.com/privacy for more information.

When you speak like they speak, your credibility level shoots upward. You no longer need a translator to get a seat at the advisory table. Hosted on Acast. See acast.com/privacy for more information.

Learn to talk like real human beings. Not like truckers or air traffic controllers but a friend in business, in your next client conversation. Hosted on Acast. See acast.com/privacy for more information.

This is a conversation you should have with every prospect and every client. Hosted on Acast. See acast.com/privacy for more information.

Everyone wants the magic bullet. The single-can’t-miss tactic which works one hundred percent of the time. It is not that simple. Hosted on Acast. See acast.com/privacy for more information.

If sales is one of your hundred problems, you only have one problem. Sales cures all ills. Hosted on Acast. See acast.com/privacy for more information.

In solid, sales conversations the balance of power is always shifting. How can you maintain control of the direction and the outcome? Hosted on Acast. See acast.com/privacy for more information.

It may only be a little more effort. Hosted on Acast. See acast.com/privacy for more information.

Too often we are searching for the shortcut, when putting one foot in front of the other would be more effective. Hosted on Acast. See acast.com/privacy for more information.

How often do we make decisions from expediency rather than the seeing big picture? What are the unintended consequences of these decisions? Hosted on Acast. See acast.com/privacy for more information.

 Make this your right when selling anything. Hosted on Acast. See acast.com/privacy for more information.

Consumers often misassign credit for the point of impact when it comes to advertising media. Hosted on Acast. See acast.com/privacy for more information.

What was supposed to raise the value of mass media advertising may have had the opposite effect. Hosted on Acast. See acast.com/privacy for more information.

When you come up with unique solutions for your customers, you are well within your rights to raise the price. Hosted on Acast. See acast.com/privacy for more information.

Never underestimate the power of mass ignorance. Hosted on Acast. See acast.com/privacy for more information.

Use this phraseology to interrupt predictable patterns and stay out of traps. Hosted on Acast. See acast.com/privacy for more information.

Don’t fear the telephone. Embrace its usage. Hosted on Acast. See acast.com/privacy for more information.

Add this to your vernacular to overcome most client objections. Hosted on Acast. See acast.com/privacy for more information.

How to move forward in periods of uncertainty Hosted on Acast. See acast.com/privacy for more information.

It is a key element to look for in your discovery calls. It is not what your prospect’s like doing but what they don’t like that is available to you. Hosted on Acast. See acast.com/privacy for more information.

People enter the conversation from their own point of view. Often, it clouds the decision-making process. Hosted on Acast. See acast.com/privacy for more information.

You can lead with what you are good at or be defined by perception, your choice. Hosted on Acast. See acast.com/privacy for more information.

Every business should be forced to do business with themselves to map the customer experience. Hosted on Acast. See acast.com/privacy for more information.

Look around at other industries; they have all mastered the art of the upsell. We are often afraid. Prepare for closing and have upsell options in your arsenal. Learn from other industries how to do it. Hosted on Acast. See acast.com/privacy for more information.

Added value has become a common ask but you can push back on this, tactfully, and have an honest transaction based on real value. Hosted on Acast. See acast.com/privacy for more information.

There are two things that happen on every sales call. Are they happening to you? Hosted on Acast. See acast.com/privacy for more information.

We are not suggesting that you do, but only that you can when your book of business becomes so robust you can select your partners. Hosted on Acast. See acast.com/privacy for more information.

Prospecting Methodology for a Healthy Sales Franchise. Hosted on Acast. See acast.com/privacy for more information.

No sense complaining about what you don’t have. Pay attention to what you do have and make your case for that. Hosted on Acast. See acast.com/privacy for more information.

Know your worth. Hold the line on your true value. Hosted on Acast. See acast.com/privacy for more information.

Today’s choice of expediency could cause problems down the line. Hosted on Acast. See acast.com/privacy for more information.

Prepare for the next steps. Hosted on Acast. See acast.com/privacy for more information.

Do you have a growth strategy for your current customer roster? Hosted on Acast. See acast.com/privacy for more information.

Instead of thinking about what you do want, you can think about what you don’t want and work to avoid it. Hosted on Acast. See acast.com/privacy for more information.

A simple change in wording with define your importance to your company. Hosted on Acast. See acast.com/privacy for more information.

What you can learn sitting on the beach. Hosted on Acast. See acast.com/privacy for more information.

Are we playing a game rather than addressing issues, directly? Hosted on Acast. See acast.com/privacy for more information.

Some create chaos to mask other issue. Hosted on Acast. See acast.com/privacy for more information.

In any transition, how will you focus your team? Hosted on Acast. See acast.com/privacy for more information.