Talk:listen ratio is overrated. Stop focusing on it so much.
You’ve heard the old sales adage: you have two ears and one mouth. Well, turns out that’s true. You do, in fact, have two ears and one mouth. But that doesn’t mean prospects should dominate sales and prospecting conversations. Wingman…
These two discovery questions are game-changers.
We tend to focus too much on logic. The numbers. The gap. But rarely do we ask prospects for their thoughts. People love sharing their opinions. And this engages them emotionally—a very important part of the selling process. David Priemer came…
Prospects owe you nothing.
It sucks when prospects ghost you. I get it. But what I don’t get is the entitlement. The attitude that, “Because I did _______ for you…you owe me _______.” Or, “They’re such a terrible person for ghosting me.” Take all…
How do you follow up after a discovery/intro call?
Probably not in a way that helps you hold the prospect accountable. And definitely not in a way that doesn’t feel needy if a prospect ghosts you. John Barrows shared a trick I heard him talk about a while back. And…
