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Sales reps often provide references based on the size of the client and how much their client likes them. Both are good choices, but there are other equally valid reasons to choose other clients for references. To make them effective, they need to know why you chose them and how they are supposed to help you sell Read More

Doing a great diagnosis at the beginning of the sales process enables a better solution and a more focused presentation. But to make sure both meet your dream client’s needs, you need to discover the cause of their dissatisfaction and not simply the presenting problem Read More

Presenting well, telling your story of your future together with your dream client means a focused presentation and that means a focused needs-analysis. Throwing the kitchen sink at them isn’t a viable strategy, and you shouldn’t expect it to win Read More

Most salespeople, if they are guilt of anything with the dream clients, it is under-communicating, not over-communicating. Clients want to spend time with you, but you have to make it meaningful. Here’s how Read More

Don’t learn to sell price. Spend your time learning to create more value than your competitors, and focus on proving you can create greater outcomes—outcomes where both you and the client can capture more value and share what you have created Read More

The role of the professional salesperson is to create so much value for their dream client that they can confidently capture part of that value for their company for themselves Read More

Want to be a consultative salesperson? I asked Mack Hanan about how salespeople can bridge the gap that exists between consultative selling and being a vendor Read More

There are a lot of people that are counting on you to produce results. Your company is counting on you to increase their sales. Your dream clients are counting on you to find them and help them produce results. Your family is counting on you to secure their present and future. But most of all, you have to be able to count on yourself to take the actions necessary to being someone others can count on Read More

Lots of salespeople are challenged by having to make cold calls. But there are some principles that, if taken to heart and adopted into your practice, can make cold calling a lot more effective Read More

Change efforts come with their own pain. When the pain of the change effort outweighs the pain your dream client is experiencing, they are likely to keep the pain they know Read More