I used to struggle to know where to draw the line with discovery.

I always felt like there was more to extract.

I often stayed in it too long, asking questions just because.

Now I have a framework ...

I’ll answer some rapid fire questions.

Should you confirm your calls?

Yes

Is it your responsibility?

Yes

Is it really that worthwhile?

100% yes

I’m going to share this as a story about myself s...

Most sales training focuses on finding pain points.

Digging for what keeps prospects up at night.

But I take a different approach.

I help prospects build a gap between where they are and where they...

When I’m on a sales call, there are only two main things that I’m looking for.

I know that if I tick these two boxes, the probability of a sale is quite high.

1. Can we help them?

This seems pretty...

I know a guy in the real world.

He runs a local business.

He is always struggling.

He tells people he’s struggling.

People take pity on him and try to help.

They give him business plans and suppo...

One of my good friends in the remote sales space sent me a message this week.

She was asking about how I, along with a select few others always seem to be coming up with new ideas.

Ideas that fi

...

Over the past week, I have been recording and editing the AI courses that I will be releasing in the coming weeks. (I will send some emails over the coming weeks about this)

Most people were sa

...

Getting a prospect to the deeper layers is easy.

Yet so many sales pros overthink it.

They get in their heads about what to say, use these long and complicated lines, and the prospect either gets co...

I've been spending time around some ridiculously wealthy individuals lately—not because I feel like I need to be in that circle, but because I like the way they think and the way they speak.

Here's w...

I have no doubt that each of you reading this will have a long and lucrative sales career.

At one point or another, you will be faced with the problem of selling to a difficult market.

Who you sell ...

In most of my writing, I have recommended a social media engagement strategy as the best way to connect with an offer owner or sales manager.

But as we all know, that doesn't work all the time.

Some...

I went to watch one of my friends in a boxing fight last night.

He's 19 and incredibly gifted.

He has been boxing for 4 months a few times a week, and he is already dropping pros in the gym and in t...

At 5:30 am this morning, I was driving into Bunnings Warehouse, having a conversation with ChatGPT.

If you don't know what Bunnings is, it's as Australian as it gets.

It's a massive hardware store a...

I just got back home from in Scotland.

I went to a friends wedding in a castle, did the North Coast 500 in a RV, and spent some time exploring Edinburgh.

I made a conscious decision to be offline du...

There's a lot of weight on the first question on a sales call, and for good reason.

It dictates the direction of the call.

And what you'll notice, it's surprisingly easy to guide a prospect along th...

Stage 1 - Uninformed Optimi...

AI is changing the game of sales rapidly.

I know there was a big hype about ChatGPT 12-18 months ago.

Notice how everyone loved it, then quickly dismissed it?

You know who this guy is?

His na...

The hustle and grind stage of sales is so much fun.

The targets, the closes, the massive personal development.

That race to be number one in the team by any means possible.

But it always ends.

And...