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Connection rates go up when people do not feel stressed or too busy to take a call.

Struggling with figuring out exactly what your customer is interested in? 

Sometimes we can get stuck with a single prospect or buyer in some of our deals, and that's largely because we're probably asking the same types of questions.

One of my favorite questions to ask prospects on discovery calls is, “Why have you chosen to work here?”

Would you like to get your customer far more engaged even earlier in the sales cycle? 

Minor major close is a close you use when you want something pretty major, like a cell phone number, but you get it by making it seem like it's no big deal. 

Your Prospect Doesn’t Need Another Compliment “I see you went to Duke.” “I noticed you used to work at EMC.” “Congratulations on being named Marketing VP of the Year.” Somewhere, a sales rep is putting the finishing touches on an email that opens just like this. They have researched the prospect, found something flattering to ...

Make sure all of your quotes expire the following Monday that you sent them.

One of the most critical elements of negotiation is what's known as commitment.