Hello Reader, You know the “hot” deal that’s been sitting in your pipeline for weeks. They ghosted. And you’re left wondering… “What went wrong?” The reality is that it’s probably not that they didn’t like your product. Because every real deal has to pass 3 brutal questions: 1. Why do they have to buy? 2. Why do they have to buy from us? 3. Why do they have to buy now? Now, I break down:
All in my latest blog. You can catch it here.
These 3 questions are your compass. So before you spend another week chasing a ghost or forecasting a “maybe”... Click here to read the full breakdown, and make sure your pipeline is built on solid ground. Sell smart, How would you rate this edition? 🤏🏻 So-So |
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In today’s edition, we explore why objections in sales aren’t roadblocks, they’re signals. Objections show you where trust is missing and where real buying decisions are made. When you stop fearing objections and start leaning into them, you open up opportunities most salespeople miss. Let’s unwrap how you can flip them in your favour… This week’s suggested resource: How to Handle Objections A few years ago, British Airways ran a passenger survey. They wanted to know what customers cared...
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In today’s edition, we look at how to avoid sounding fake when trying to build rapport with a prospect. The key lies in being an authentic human being, who’s genuinely interested in your prospect. There are a few ways to do this. Let’s unpack them… You can tell immediately. The moment you hold it, you know. I’m talking about a fine glass of wine. Yet, pour that same wine into a plastic cup, and it loses a bit of its edge. It doesn’t taste as good. It doesn’t go down as smoothly. And this is...