Hello Reader, You know the feeling when you close the deal? They said yes.Maybe you shook hands.The email confirmation came in.You even treated your family to a little celebration dinner, because you earned it. Then, a day later… “Hi… I’ve had a think. I don’t want to go ahead anymore.” And just like that, the excitement’s gone. The champagne bubbles feel a bit flat. And you’re left with that sinking feeling that only buyer’s remorse can cause. It’s one of the most painful experiences. You...
8 days ago • 3 min read
Hello Reader, Have you ever read posts, watched a video, or heard some advice, along the lines of…“Use positive language to put your prospect in the habit of saying yes.” This is meant to get them in the habit of saying yes, so it’s easier for them to agree to sign with you. But that isn’t always the case.Because what if I told you that there’s a hidden power in the word “no” as well? For example, imagine if you asked the question:“It sounds like you want to stay where you are right now?”...
15 days ago • 1 min read
Hello Reader, You know how when you reach towards the end of the sales cycle… And you know you need to close the deal. But… You’re not quite sure how to do that. You find yourself trapped in concern about what to say or ask, so you don’t mess up and lose the sale. Then you start overthinking it all, and possibly, lose some confidence. When you lose that confidence, is when the close gets fumbled. And even worse, you may also mess up the chance to lay a foundation to work together in the...
22 days ago • 2 min read
Hello Reader, Imagine if every buyer just said, "I'm ready. Send me the contract." It would make our jobs a lot easier. But we know that in reality, buyers rarely come out and say it directly. Instead, they signal it. Often without even realising they’re doing it. And if you know how to spot these signals, you can move the deal forward naturally… Without pushing or guessing. Miss them? You risk stalling deals that were ready to close. Here’s what to look for: 1. Verbal Signals Listen...
29 days ago • 1 min read
Hello Reader, We’ve all been there. You spend hours crafting the perfect proposal. You hit “send” with high hopes. And then… silence. No response. No questions. No deal. The truth? Most proposals fail because they’re written from the seller’s perspective… not the buyer’s. So, I wanted to talk to you about fixing that, using a simple framework I call The SOLVER Method. It’s a 6-step structure that’s helped me, my clients, and sales teams across the UK turn more proposals into yeses, especially...
about 1 month ago • 1 min read
Hello Reader, Let me take you to a moment every salesperson knows. You’ve built rapport. You’ve handled objections. You’ve delivered your pitch, and the prospect is engaged. You're thinking:“This is going well.”But you don’t want to push.You don’t want to come across as too eager.So you carry on talking. Explaining. “Adding value.” And before you know it…The moment passes.The prospect cools off.They say they’ll “think about it.”And the deal dies a slow, painful death. What happened?You missed...
about 1 month ago • 3 min read
Hello Reader, https://www.imdb.com/title/tt0207201/ In the 2000 film What Women Want, Mel Gibson played a smooth-talking ad exec who thought he knew everything about women… That is until an accident gives him a strange new power.He could read women’s minds. At first, he was overwhelmed.Then, he began using his new power (although not always for the best) Regardless, as a result of this power, he ends up being a better seller.Because he’s always two steps ahead of the game, with his ability to...
about 2 months ago • 3 min read
Hello Reader, The world is evolving. AI is everywhere. And buyers are no longer just buying from established companies. They’re also looking to purchase from companies that share the same values as they do. Companies that feel… human. And the only way to make your company feel human is by giving it a personality. Or, establishing your own personal brand. Now, I’ve heard many business owners and professionals knock down the idea of building a personal brand. I get the reason… Building a...
about 2 months ago • 4 min read
Hello Reader, The best sales conversations flow naturally. But that’s a lot easier said than done. What is the best way to accomplish a natural flow in sales? It's done by the questions you ask. The reality is that there is an art to asking questions in sales, and it comes down to timing. Last week, I gave you insights into how to get control in sales. And in order to get control, you need to be asking the right questions, in the right way, at the right time. Now while I explained those and...
2 months ago • 4 min read