You might think that the prospect is coming to you at the start of their journey to solve a problem.

That’s rarely the case.

They’ve been feeling the symptoms for some time.

...

Objections, the big dirty word in sales.

It’s the one thing you dread.

I think this one element has prematurely ended thousands, if not millions of sales careers.

The obvious solution seems...

How many times in the past year have you heard people talk about Alex Hormozi’s quote “Make people an offer they can’t refuse” (I believe he was repurposing a quote from The...

Going to an offer owner/manager about an issue can be frustrating.

You see a problem, you have ideas, you only want things to get better, yet they dismiss you.

It could be:

• Marketing
• Lead prep
• ...

When you think of a typical salesperson, what comes to mind?

Most of the time, it’s the overly friendly, higher pitched chipper version of yourself that you feel you have to present.

The...

Companies rise and fall every day.

Something that was once great can no longer put anything on the calendar.

If they do put a booking on there, it’s not even close to being a decent prospect....

Finding a decent sales gig isn't easy.

If you go to any job board, you’ll see hundreds of people comment below a post that they’re “interested”.

They might DM the...

Last week I covered the first few steps I would take if I were starting out in remote sales, this week is a continuation of that.

The general theme of this newsletter is...

What would I do if I just started in remote sales?

I get asked this question a lot.

People are constantly in my DM’s saying they’ve just started in HT, and are looking for their first...

“All sounds good. Before I get started, I would like to speak with someone you work with.”

If you were anything like me earlier in my sales career, I would pounce on this. I had my few...

Handover is boring, right? Just an admin task after you’ve already got what you wanted?

Wrong. Very, very wrong.

For context, handover is that part of the call after you’ve made the...

There are three realities for all companies.

•  The founder's perspective.
•  The market's perspective.
•  The salesperson's perspective.

But why does this matter?

And why is that...

 “Tell me about yourself.” is a staple in all interviews.

What you say in this 1-2 minute spiel will be the foundation for all the questions you get asked. 

Get this right,...

Prospects don't think in features and benefits, so why do we? 

At one point in my career I sold software. I was hired because none of the existing salespeople were able to put enough...

People talk a lot about two main groups of prospects:

•  High level / high emotional state / sophisticated / intelligent
•  Low level / low emotional state / unsophisticated / uneducated

...

You’ve been asked a question that you know is a trap. What do you do?

Do you answer it only to spend the rest of the call trying to justify your response?
Do you lie to the prospect knowing...

I’ll let you in on a little secret.

You don’t have to answer a question when someone asks.

That’s something we were trained to do as kids, yet doesn’t serve us as adults and...