Traditional sales training loves to tell people that “the fortune is in the follow-up.” That line is repeated so often it has lost all meaning. The truth is, following up isn’t the issue. It’s how most people do it. Too many follow-ups sound pushy, robotic, or desperate because they are written with the goal of […]
Why “Following Up” Isn’t the Problem Read More »
Most sales advice teaches you to overcome objections like it is a battle. That mindset instantly kills trust. When someone raises a concern, they are not trying to challenge you; they are trying to understand you. Treating objections like something to “handle” turns a conversation into a competition. The Black Sheep Sales Method views objections
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Most people assume confidence in sales comes from being loud, outgoing, or charismatic. That could not be further from the truth. Real confidence has nothing to do with how big your personality is. It comes from clarity. When you know exactly what you offer, who it helps, and why it matters, confidence naturally follows. The
Why Sales Confidence Has Nothing to Do with Personality Read More »
Most sales calls fail before they even start because the seller is too focused on what to say next. When you’re so worried about your pitch, you miss what your prospect is actually telling you. The best closers aren’t talkers — they’re listeners. Listening builds trust faster than any clever one-liner ever will. When you
Stop Pitching. Start Listening. Read More »
Ever been on a sales call where the other person sounded like they were reading straight from a script? You probably tuned out. That’s because people can smell fake from a mile away. The truth is, nobody wants a performance — they want a conversation. And yes, even if you feel awkward, that’s way more
Why Awkward Sells Better Than Fake Read More »
Do you keep hearing “let me think about it” and feeling frustrated with how to get them to actually move forward – FASTER? It’s such a delicate balance. How can you save the sale or at least get clarity on what the hell they need to “think about” without coming off pushy and desperate (what
Gimmick-Free Ways to Overcome “Let Me Think About It” Read More »
People will buy more to avoid pain than to gain desire/pleasure. Have you heard that before? It’s the primary reason behind the pain/shame selling strategy that focuses on the “cost of inaction” or in other words – how awful your life will look if you don’t work with me. And on a scientific level it’s
The Power of Emotions in Sales Read More »
Have you heard of or experienced shame selling? It’s not new but it seems to be most popular in the online coaching/consulting space and has far reaching negative effects on results for both people involved. It focuses heavily on “the cost of inaction” – vividly painting just how bad your life will be if you
The Sneaky Steep Costs of Shame Selling Read More »
So, you’re thinking of hiring a salesperson? You’ve reached that point where you no longer can (or want) to take sales calls because you’re so busy fulfilling – congrats!!! This is a very exciting situation to be in but each time it happens, without fail, I see entrepreneurs make the exact same mistakes. Hiring salespeople can
How to Build a High-Performing Sales Team – Compensation, Culture & Accountability Read More »
You will sell 100% more if you treat a meeting like a conversation. I know that sounds oversimplified but let me explain how to do this. To avoid this post going TOO long – I will focus only on the beginning of the sales conversation for now. There’s this thing sales experts call a “pre-contract”
