Nine sales reminders.

1. When a prospect is done talking, wait for two beats. Don’t interrupt. You’ll likely get more information.
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2. When you cold email someone, illuminate a problem instead of a solution. Solutions have no value without a problem.
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3. When you meet new people, mention something personal. “You were a lawyer for five years. Then, you pivoted to sales. What’s the story?”
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4. Have zero expectations when you are cold calling. It prevents disappointment.
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5. Autonomy is a basic human need. Surrender control.
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6. People don’t buy because they understand you. They buy because you understand them.
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7. People are more persuaded by what they say than what a salesperson says. Sellers have the questions, and buyers have the answers.
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8. Trust is why people choose you. No trust, no transaction. To build trust, tell people the whole story, not part of the story. Like this - “Our product isn’t a fit for everyone. Based on what you told me, here are the benefits, and here are the drawbacks.”
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9. Let reality be reality. The nature of sales is that people will disappear after they express interest. When you cold call, you'll bump into rude and angry people. You'll win some, and you'll lose some. You will never be disappointed when you move in harmony with the nature of sales.

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​Tongue-Tied Objection Flashcards. Objection on the front, what to say on the back. Includes how-to-say-it audio files, digital + physical flashcards, video lectures, and real cold calls. ​Buy here​.

​The Badass B2B Growth Guide. Filled to the rim with experiments you can run to start conversations with people who have little desire to start conversations with you.

​The Discovery Call. The gentle art of understanding is not convincing. ​

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