Traditional follow-ups often come across as self-serving and create resistance. I’ll share trust-based languaging techniques that replace follow-ups with collaborative conversations. You’ll learn how to keep the momentum going without chasing or pressuring your prospects. In this month’s Stump The Guru show, I will challenge a common practice: following up. I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of...
May 21
35 min
The problem isn’t them -- it’s the pressure they feel from traditional follow-ups. I’ll teach you how to create a process where prospects feel safe to re-engage without feeling chased. It’s about shifting the dynamic from pursuit to collaboration. In this month’s Stump The Guru show, I’ll tackle one of the most frustrating challenges in selling: Why prospects go silent. I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through d...
Apr 29
31 min
Just like a doctor, your role is to uncover the truth about your prospect’s challenges before offering solutions. I’ll explain how to ask the right questions, listen deeply, and create a safe space for prospects to open up. This approach not only builds trust but also positions you as the authority they need. In this month’s Stump The Guru show, I will focus on a cornerstone of Trust-Based Selling: Diagnose first, prescribe later. I've made it my life’s mission to create the clarity ...
Mar 20
28 min
The truth is, in today’s world, credibility and expertise are no longer enough to stand out. They’ve become commodities. What differentiates you is how you build trust and create a unique experience for your prospects. It is important to learn how to shift from a transactional approach to one that builds deep trust and lasting relationships. In this month’s Stump The Guru show, I’ll be diving into a critical question: Is your selling approach commoditized? I've made it my life...
Feb 19
28 min
After decades of refining Trust-Based Selling, it’s become clear that one of the biggest misconceptions is that rapport equals trust — but it doesn’t. Positioning as a peer takes away the ability to lead the conversation and uncover the real issues. True trust is built by stepping into the role of a trusted authority, not a friend. In this month’s Stump The Guru show, I’ll be addressing why trying to build a peer relationship with prospects before the selling process can actually harm your...
Jan 22
35 min
In sales, it’s not just about hunting for prospects—it’s about making sure they can find you when the time is right. If your prospects can’t find you, they can’t engage with you. But it’s not just about being visible; it’s about being discoverable in a way that feels natural and effortless. In this month’s podcast, I explored how you can set yourself up to be found by the right people at the right time, without chasing after them. I've made it my life’s mission to create the clarity that i...
Dec 18, 2025
33 min
We’ve all been told that persuasion is the key to closing deals. But the reality is, persuasion often leads to pressure—both for you and your prospect. When you’re focused on persuading, it can feel like you’re pushing against resistance. In this month’s podcast, I talked about how dropping persuasion can help create a more relaxed, natural conversation that leads to better outcomes. I've made it my life’s mission to create the clarity that is missing in the traditional sales process, thro...
Nov 21, 2025
31 min
Sales people often unknowingly trigger alarms in their prospects. These alarms are the defense mechanisms that kick in when someone feels pressured or manipulated. Have you ever wondered if you’re triggering these alarms without meaning to? In this month’s Stump The Guru show explore how small changes in your approach can make prospects feel more comfortable and open to a genuine conversation, rather than putting them on guard. I've made it my life’s mission to create th...
Oct 17, 2025
30 min
It’s easy to get caught up in showing your prospect how valuable your solution is. But the truth is, trust has to come first. Without trust, your value doesn’t matter as much. Building trust is the foundation for every successful sale. In this month’s Stump The Guru show I will be diving into why trust-building should be your first priority, and how focusing on it can naturally lead to demonstrating value. I've made it my life’s mission to create the clarity that is missing ...
Sep 18, 2025
36 min
Have you ever had a prospect suddenly go silent on you? It’s frustrating, but what if the best way to re-engage them isn’t through more sales tactics? "Falling on your sword" means taking responsibility and being open about the situation without pressure. It’s about reaching out in a way that invites them to reconnect without feeling sold to. In this month’s Stump The Guru show I will be exploring how this approach can reopen the door to meaningful conversations. I've made i...
Aug 14, 2025
29 min
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