The One Sales Tip I Give Every Sales Person [Spazz Out 10]

There are a lot of skills and attitudes sales people must have to be successful. But there is one sales tip that rises above the rest that I share with everyone. It’s the importance of giving a shit. What does that mean? It means, if you want to take your game to the next level in sales, you have to care more about your customers and prospects than you do you. In Spazz Out 10,

Why The Perfect Sales Demo Never Includes the Word “If.”

Do you want a telltale sign that your demos aren’t very good? Listen to how many times you say “if.” Every time you say “if” deduct 10 points. If you collect 20 or more points, you’re doing a terrible job. That’s how bad it is if you’re using if more than once in your demos. I’m sure many of you are wondering, what does saying “if” have to do with delivering a good demo. Let

Note To SDR’s (Sales Development Reps) Your Job Is Arguably The Most Important Job In Sales

  I work with a lot of SDR’s (also called BDR’s, Inside Sales Reps and more) and one of the things I often see is how many of them can’t wait to get promoted to account executive. For many SDRs, the role of setting appointments and being the first line of qualification is less than glamorous.  Often, it’s not just the SDR’s who feel this way; it often pervades an entire organization’s culture, perpetuated by

NO is the Biggest Little Word in Business!

Why I Fired A Client Before They Became A Client

They liked A Sales Guy Consulting, but our standard pricing and approach didn’t fit what they needed or could afford at the time. However, I knew we could help them, so we created a slightly different offer that would deliver the value they needed. Think a scaled down version of an existing offer. After being flexible and accommodating this potential client enters into an extraordinarily complex due diligence process that included an hour of free

Make Your Prospects Say No!

It’s not your job to say no for your prospect. Make your prospect say no! When you’re cold calling, how many times do you call a prospect before you quit if they don’t call back?  2 times, 3 times, 5 times, 8 times . . .10 times?    Here is a tip: Don’t stop calling until they respond with a no! When you stop calling before your prospect says no, you’re saying NO for them and

No one Cares about YOU or Your company!

No one Cares about YOU or Your company!  Rule number one in sales, no one cares about you or your company: No one cares how long your company has been in business or who your customers are. No one cares where you’re headquartered or how many offices there are. No one cares how long you’ve been on the INC 500 or how much your company has grown in the past 5 years.  No one gives