Bestselling author Chris Voss has negotiated some of the most difficult deals in history. As a lead negotiator for the FBI, he found himself in more than a few life-and-death situations. From his career in the FBI to his transition to being a business consultant, Voss consistently used a tactic to gain a powerful edge […]

In B2B sales, the right sales discovery questions are absolutely essential to a successful sale. It is during the discovery period that sales reps can uncover the information that moves deals forward. The find the pains, needs, wants, and problems that the prospect is experiencing and can therefore tailor their sale to their specific use […]

When you meet new people, how do you connect with them quickly? Why are some people able to connect deeper, faster than others? Perhaps  shared interests, mutual activities, similar feelings do play a role, but social psychology says a more primal subconscious process is at play. For sales, this is a process that can be […]

In sales, the discovery phase involves smart questions and active listening skills. Any sales training will mention both. However, it is possible to ask questions and use sales listening skills without real empathy. Consider the data from a HubSpot Research study of B2B buyers and sellers: The #1 buyer expectation (69%) is a sales rep […]

Sales Jargon Causes Confusion Every industry is flooded with trendy terms and flashy acronyms. Influencers and marketers coin these terms to make things sound new and exciting, increase perceived importance, and capture attention. In our space, it’s “auto-dialer,” in others there’s “MarComTech”, “FinTech”, and many more, but what do those terms really mean? Everyone perceives […]