In today’s edition, we explore why people buy emotionally, even in B2B sales. While we often think B2B decisions are made based on logic, it’s still emotion that drives action. The small touches, thoughtful gestures, and meaningful questions can tip the decision in your favour. Let’s unpack why this matters. A few years ago, I booked a hotel for my birthday. Nothing fancy, just a weekend away to relax and celebrate with my wife. When we arrived, I expected the usual: check-in, key cards, and...
10 days ago • 2 min read
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...
17 days ago • 2 min read
In today's edition, we look at how many salespeople destroy their value by asking the wrong question: “What’s your budget?” It sounds harmless, but it immediately shifts the focus to cost instead of value. Read further to see why that question damages perception, and what to ask instead to position yourself as the premium solution. This week’s suggested resource: 52 Qualifying Questions Let’s dive in… Successful brands that have thrived for decades are proof that price isn't the problem.But...
24 days ago • 2 min read
Harvey walked into a golf club for the first time. He didn’t know the lingo. Didn’t know what clubs he needed. Didn’t know if he should even commit to a membership. All he knew was that he wanted to play, and he wanted to be around successful people who played. But he also didn’t want to look amateur around the successful players. He needed to impress them if he wanted to talk business with them. He wandered into the pro shop, where the professional greeted him and asked how he could help....
about 1 month ago • 3 min read
Hello Reader, Something I’ve spoken about frequently in my newsletter is that talking too much in sales is not a good idea. Because if you're doing all the talking: You might be sharing insight... You might be giving value... You might even be building rapport... But you’re not creating space for the prospect to speak. And that is where the selling happens. One of the most powerful tools in sales is the ‘pause.’ When you say what you have to, and pause rather than rambling on, your prospect...
about 1 month ago • 2 min read
Hello Reader, You know the “hot” deal that’s been sitting in your pipeline for weeks.You thought it was in the bag. Positive meeting. Good signs.But suddenly… nothing. They ghosted.You chased.They stalled. And you’re left wondering… “What went wrong?” The reality is that it’s probably not that they didn’t like your product.It’s that you didn’t help them decide. Because every real deal has to pass 3 brutal questions: 1. Why do they have to buy?This one’s pretty simple - why people buy boils...
about 2 months ago • 1 min read
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...
about 2 months 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?”...
about 2 months 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...
2 months ago • 2 min read