This Sunday I gave my dad the first copy of my new book, Selling Through Tough Times. I pointed him to the dedication page. As he began reading, he soon realized it was for him. His reaction says it all! Book details at ToughTimer.com #sales #toughtimer – at Chesterfield, MO

Develop a list of thought-provoking questions. Questions that will get the buyer to think. The deeper they think, the more they're going to reveal to you. Maybe they think of a new insight or a new idea, or a new way of solving a problem. buff.ly/4cljMiT #sales #podcast

The other thing that gets in the way of a good discovery call is when salespeople ask too many self-serving questions, too many leading questions that are more focused on selling something versus really understanding something. buff.ly/4cljMiT #sales #podcast

Some salespeople believe they already know the customer's needs. A salesperson that walks in with that mindset is really limiting themselves. They're only going to focus on what they already know. They shut their mind off to anything new. buff.ly/4cljMiT #sales #podcast

Don't be the salesperson who just starts pitching their product before asking a question. Before uncovering any sort of needs, they start presenting their solution, demonstrating no concern whatsoever about what that customer really needs. buff.ly/4cljMiT #sales #podcast

You and the customer, together, are looking to discover their needs, discover a new set of insights, discover a way to solve a problem. The key is discovering. You're finding something new, maybe something unexpected. buff.ly/4cljMiT #sales #podcast

We have to see the connection to our purpose when we are struggling. It's those times we struggle that we can't just rely on money to motivate us. We need the impact to motivate us. We need to find the connection through the struggle. buff.ly/43roo2L #sales #podcast

For some salespeople, it's all about making money. But what's the deeper purpose behind that? Yeah, we need money. I get it. When you find that deeper purpose behind the money, that's where you're going to find true motivation. buff.ly/43roo2L #sales #podcast

Imagine if you approached your work like that every single day: serving people and making their life better. Is that going to tap into your deeper purpose? Can you get more excited about that? buff.ly/43roo2L #sales #podcast

We need to realize that we're not just selling product, we are serving people. Keep in mind that the product that you are selling and providing is just a means to a greater end. buff.ly/43roo2L #sales #podcast

I think it's important to acknowledge that salespeople are not just driven by quota, but also by purpose. Have something deeper than just a motivation to hit a number or produce results. buff.ly/43roo2L #sales #podcast

How can you increase your personal value to this customer? Utilize your expertise and knowledge to add value for customers. Make sure to follow through on your commitments and actively search for ways to solve their problems. buff.ly/2W0MaR8 #sales #podcast

Continuous learning is crucial for professional growth and effectively guiding clients. Stay updated on industry trends to offer informed support, benefiting both clients and your career. Knowledge is power. buff.ly/2W0MaR8 #sales #podcast

To stand out in the market, highlight your unique value proposition to potential clients. Without emphasizing your personal value, there is no reason for customers to choose you. Communicate what sets you apart from other salespeople. buff.ly/2W0MaR8 #sales #podcast

After conducting a survey with over 600 customers, price ranked as the second least significant factor among twelve different items. This suggests that there are ten other factors that carry more weight with customers than the price point. buff.ly/2W0MaR8 #sales #podcast

When confronted by a larger rival who seems to have the upper hand in pricing and product availability, there are distinct features of your solution that have the potential to surpass that competitor. buff.ly/2W0MaR8 #sales #podcast

Follow up after every meeting. Whether it's a brief five minute introduction or a 30-minute call with one of your best prospects, after every interaction, it's critical that you send a follow-up note that highlights the next steps. buff.ly/4a7zfB2 #sales #podcast

Practice the sales call. It's important that you not only prepare for the call and you plan it out, but you also have to practice it. Practice asking the right questions. Imagine different scenarios of how it could play out. buff.ly/4a7zfB2 #sales #podcast

How much prospecting are you doing? How many people are you reaching out to on a daily basis? This is a tip that my dad gave me early on in my sales career: talk to three new opportunities every single day. buff.ly/4a7zfB2 #sales #podcast

As salespeople, our results are really just an outcome of what we do on a daily basis. What we do on a repeated basis are habits. It's important that we embrace those positive habits in sales. buff.ly/4a7zfB2 #sales #podcast

When you win a deal, it's important to celebrate that success. But it's equally important to forget about it soon after, because you need to find a new deal to replace the one that you just closed. buff.ly/4a7zfB2 #sales #podcast