Role play is undeniably uncomfortable—it's awkward, cheesy, and feels like a chore. Let’s be honest, no one loves it. But here’s the thing: it’s one of the most effective tools to prepare your sales team for real-life customer conversations. It’s no fun, but it’s good for them.  I hated lima [...]

An engineering firm was struggling to meet industry benchmarks for profitability. Despite their excellence and expertise, their projects consistently fell short of the margins projected at the time of sale.  They described their pricing process to me:  when quoting a project, they figured in all the materials, equipment, and time [...]

Are you being salesy or pushy?  -OR- is worry about being salesy or pushy stopping you from being as effective as possible? I gave some advice to a business owner to ask more questions when she faces price objections rather than accepting the objections on face value.  She acknowledged I [...]

False consensus effect, also known as consensus bias, causes people to "see their own behavioral choices and judgments as relatively common and appropriate to existing circumstances."* In other words, this pervasive cognitive bias leads people to believe that their own opinions, beliefs, and attributes are widespread in the general population. [...]

Are you a top-tier accountant, a legal maestro, or a creative genius running your own agency? If you're nodding your head, keep reading because this is for you. The Love-Hate Relationship with Sales In firms like yours, the doers are also the sellers. You’re not just the senior partner or [...]

Want to stop getting ghosted by prospects?  Ask more questions. Have you ever heard from a prospect, “I will need to get this approved,” and then you never heard from them again?  Most sellers have had this experience.  One of our clients frequently encountered this problem, so we helped them [...]

If you had $1 million to invest in your business’ growth, how would you invest it?  What could you do?  What would be the savviest, highest ROI way to allocate that capital?  It’s fun to dream about, right? What if I told you that you have already made a $1 [...]

Imagine your boss comes into your office and tells you she wants to give you a 50% raise.  (If you don’t have a boss anymore, imagine back to the time that you did.) Not only does she say she wants to give you a raise, but she lets you know [...]

Is it fair to ask your best customers to pay the highest prices? Often, it’s the bully customers (“the squeaky wheels”) that beat the heck out of you on price and end up with the lowest prices.  And the better, loyal customers who connect with your value often don’t put [...]