Have you ever sat across from a rep who knows their stuff—but just won’t stop talking? I know first-hand, because I struggled with this early in my sales career. The excitement and nervous energy to close the deal, makes us salespeople forget that asking good...
Too many salespeople guess or assume they know the difference between their offer and the competitions. That guess? It’s usually wrong. In a recent negotiation, we nearly walked away, concerned that we might be priced way too high. But when we slowed down and dug into...
Too many salespeople are walking into meetings still thinking they need to be the hero. They talk too much about their products, their features, their company…And not nearly enough about their customer’s world, challenges, and goals. Here’s the truth:Great salespeople...
If you’re walking into customer meetings without 3 clear objectives, you’re not selling—you’re hoping. Too many sales reps ‘wing’ their customer engagements. They show up with energy, enthusiasm, and knowledge—but no clear purpose. And here’s what happens: They leave...
No Plan, No Progress “You can’t hit a target you never set.” — Relentless Sales, Chapter 7 One of the fastest ways to underperform in sales is simple: wing it. I see it all the time. Good, hard-working salespeople starting the week full of energy and good...
One of the biggest mindsets shifts I wanted to get across in Relentless Sales is this: You don’t need to prove who you are through sales. You need to let who you are drive how you sell. Too many sellers tie their self-worth to the outcome of a deal. I Won the Deal =...
