From the category archives:

Presentation

Does Your Pricing Strategy Suck?

Give them value and they will buy. But what happens when you leave money on the table? Or when you pitch too high and they decline altogether? It can be a struggle to determine how to price your solutions. You have made that connection, finished the needs assessment, and now it is time to determine […]

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5 Things Your Clients Hate About You

In sales we typically sharpen our skills by looking at what works. And then we attempt to improve upon it. But it is also beneficial to avoid denial and address why your client may not be opening up to you. We like to hold on to the small details and say to ourselves: “I think […]

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Did You Really Lose The Sale?

It can be the most frustrating experience in sales. You did your research. You had a great sales call with a solid presentation. And you shook hands with your new client on the premise that you will be doing business together. And then… (no and then!) Next, you reach out to your brand new client […]

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Reality Check – YOU Are In Sales!

“I hate sales, it’s not for me,” says the wannabe success story. Well in the wise words of celebrity chef Gordon Ramsay: “Get Ye Head Out Ye Ass!” You my friend are in sales. It doesn’t matter the profession. It doesn’t matter the industry. It doesn’t matter the position. You are in sales! Rapport building, […]

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How To Deliver Fearless Sales Presentations

Don’t worry, if you get nervous just imagine the audience is naked. This is the unquestioned advice we have been told at the thought of our nerves getting the better of us while speaking to a crowd. But I don’t get it. Every sitcom has depicted this situation – the presenter messing up anyway. And […]

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How Numbers CAN Lie

In sales we hear it often: The numbers don’t lie! But if I conducted a poll which is considered “statistically significant” or scientifically accurate – which means it has a sample size of 1000+ respondents – and posed the question: “Is this poll statistically significant?” The first 999 people would vote no and be correct. […]

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3 Dead Giveaways Your Prospect is Losing Interest

There is nothing worse than getting your prospect excited about your products and services, setting up a sales meeting, and arriving to find out they are not as sold as you thought. Interest levels raise and decline throughout the buying cycle and you must recognize when you are saying too much and not listening, or […]

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5 Killer Tidbits to Improve Your Sales Appointments

I recently took a few days off to attend my sister’s wedding. I had the privilege of walking her down the aisle and being the MC at the reception. It was a great time, I was able to see old relatives and make some new ones, and I am really happy for her and her […]

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Why You Should Learn to Shut the F*** Up

Yes I said it. But only because this will be one of the most important tips I post on the PSS site. SHUT UP! You are probably wondering: how can I sell if I am not talking? Well the truth is – most, if not all selling – is done when you aren’t talking. Fast […]

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The Most Important Buying Signal in Sales

Hearing no is one of the most difficult experiences to get over as a new sales rep. But little do you realize, no is the greatest opportunity of all. Hearing no is better than hearing nothing at all and it provides you with an opportunity to find out the prospect’s objection. A no is usually […]

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