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Champions are there before you meet them.

Remember: the most valuable resources are the scarcest. 

How to Close the Deal®: 7 Reasons You’re Losing the Sale Close the Deal® teaches salespeople to ask for clear, reasonable commitments throughout the sales process. A scheduled meeting. An introduction to the person approving the budget. An agreement to review a proposal by Friday. Each is a close, and each reveals whether the buyer ...

It can always be a struggle in knowing what the right time is to bring up how we're different and better than our competition.

Are you struggling with filling your calendar with great meetings? 

We spend so much time trying to build a message that will be filled with value and benefit. The problem with those messages is they're all focused on the brain, which is not the place I want to be when I'm prospecting. 

Resist the temptation to jump into the details on their project for at least the first 15 minutes of your meeting.

Instead of writing an email, waiting for a response, writing the second, waiting for a response, why not write all five at once?

Great pitches aren't descriptive, they're transformative.