“When you’re paying for leads then it’s more important than ever to have a solid sales strategy…and most people don’t realize it needs to be a different strategy than the one they use for organic leads. “ If you’re using the same process you use to close organic traffic leads on an offer that’s $1,500+ – […]

Most people believe the pitch should happen at the end of a sales conversation… …but you will actually sell 2x more (at an absolute minimum) when you do what I call “pitch weaving” in the beginning of your call vs. the end. There’s a few reasons this works better that I’ll lay out here: Reason […]

What you think is super cool and valuable about your offer is not the same as your prospect. 😯 And only focusing – and refusing to let go – of what you think is great about your offer WILL cost you sales. The amount of money left on the table by people who can’t get […]

When I say framework – I mean you have main questions you need answers to in order to know someone is a fit (not to expose their pain and manipulate them).  With prompts to guide you to potential opportunities to pitch weave (something I discuss in other posts). The benefit of using a framework vs. […]

Why do so many of my sales conversations end in vague objections like “let me think about it or talk to [insert 3rd party] and get back to you?  They don’t seem excited when you get to the end of the conversation and they often ghost you once it’s over or respond they “decided to […]

Do the questions you ask in your sales conversation give you information that actually moves the sale forward? Asking the RIGHT questions is CRUCIAL to winning the sale. And most people are losing sales by wasting each precious one on either information they don’t really need or digging into pain. Instead, when you design your […]

In my experience you will sell far more with HOPE than with PAIN. It’s not that pain is not addressed at all in a sales conversation – it’s important context for the conversation to know whether you can actually help this person. But it’s not the focus – instead, creating a positive, tangible future with […]

Why when you over share value, educate or “coach” on your calls does it seem to lose the sale? It’s not because you’re giving away all your secrets and now they don’t need you. It’s because it’s overwhelming and confusing and a confused mind says no. Sometimes people think “this makes me look like an […]

Is it possible to effectively sell without ever “pitching”? According to the $10.2M total I helped solopreneurs sell over the last 2 years – it works a minimum of 2x better not to “pitch”. The truth is, no one likes a pitch – not giving it or receiving it. Even when it sounds amazing. There’s […]

Most people are too busy getting defensive when someone has an objection that they start “pitching” all over again or lose confidence entirely and stumble through the rest of the call. The instinct is to “overcome” the objection – which feels like a dismissing/discrediting to the prospect. Oftentimes, your prospect can even overcome their own […]