We're going into the classics today. How can I better handle objections? In this episode we walk through why objections are bad, the 6 underlying causes of objections and how to properly solve them during your sales conversation.

Managing a sales opportunity is a lot like playing a hand of poker. Every time you take another action, you're making a bet. Being aware and asking yourself what's wrong with this situation will make you more strategic. If you start asking yourself that question, I promise you you'll start seeing fewer objections, less disruption, and you'll make more sales, more effortlessly.

The best mindset to generate new opportunities is what we call "always assume health." When beginning conversations with anyone, assume everything is good. Assume they are happy. The more you assume health, the more you create safety, and the more you create the space that allows them to share their problems with you.

How do you deal with burnout? In some way, we're all going to deal with burnout or burnout symptoms from time to time. These symptoms aren't a weakness, but a strength. They're signals that tell us it's time to update our operating system.

We're augmenting the podcast with what we're referring to as Succeeding in Scary Times. We're in a scary time right now and we have to understand that people behave and think differently. For as long as this crisis and disruption lasts, we're going to be introducing key episodes talking about what you can do to increase your ability to compete and succeed through difficult times. In this episode, we're going to take you through the first part of a coaching session we had with one of our clients. The focus is on the psychology of scary times and how people think and act.

How are you perceived as a salesperson? Learn how to turn your conversations from "what's it cost" to "what's it worth" by following The 5 Levels of Value for Sales. Use this framework to drive your business results and to enjoy the success that you deserve.

Too often we set goals that require levels of activity that just can’t be met. What’s more important is setting the path to that objective.

Today we're going to seek to answer the age old question/debate - is cold calling dead? This debate has been around for about 30 years, so why is it coming up again today? To answer the question cold calling isn't dead, but should it be?

Today we’re going to talk about one of the things that, from a sales perspective, can be such a strength or become a weakness, and what to do about it: salesmanship.

The number one complaint on strategies and outreach is that everyone is focusing all their time and attention on why the prospect should buy from them. What’s the likelihood that someone is going to buy from you effectively without talking to you first?