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My book “Eliminate Your Competition” is available from your favorite book retailer

My book “Eliminate Your Competition” is available from your favorite book retailer

You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million. Only the winner of the order is …

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Top Sales People Want To Work On The Best Teams

Top Sales People Want To Work On The Best Teams

I recently met with one of my clients to discuss the company’s sales team. They had ten salespeople on their team. Five of the salespeople had brought in about 40-45% of the company’s revenue, and two others also brought in about 40-45% of his revenue. A bigger problem, though, was the remaining three that only …

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36 Weeks Before Glue Works, Inc. Purchase Order Case Study

36 Weeks Before Glue Works, Inc. Purchase Order Case Study

The four salespeople are now 36 weeks before the PO from Glue Works. Who will be eliminated and why?

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Explanation Of The Glue Works, Inc. Case Study

Explanation Of The Glue Works, Inc. Case Study

This case study will help you to understand the Trapper selling methodology. This fictionalized case study is used throughout the book Eliminate Your Competition to explain the more difficult concepts.

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Read Every Day To Become An Expert In Sales

Read Every Day To Become An Expert In Sales

In my recent interview with Brian Burns for his podcast, The Brutal Truth, I challenged salespeople to read more. We didn’t explore the content that salespeople should read, though, and this post will dig into that question. Self-development expert Brian Tracy tells us, “If you read only one book per month, that will put you into the top …

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Don’t Negotiate With Yourself! It’s Not Personal, It’s Business

Don’t Negotiate With Yourself! It’s Not Personal, It’s Business

Congratulations! You are approaching the end of your sales campaign with a new prospect. Now you need to put the final deal together. In many companies, the salesperson will have to go through extreme hurdles to allow any special concessions to the prospect. However, in some companies (especially in smaller companies), you only have to …

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6 Types Of Bad Salespeople

6 Types Of Bad Salespeople

Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that …

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If You Don’t Have Five Reasons To Buy Then Take It Off Your Forecast

If You Don’t Have Five Reasons To Buy Then Take It Off Your Forecast

If a team cannot identify five reasons why the prospect has a gap between where s/he is and where s/he wants to be, there is a high likelihood that there will not be an order. You need to take it off the Commit List and put it on the Upside List. Organizations do not buy because of pain (“I wish we didn’t have to deal with this problem”); they invest because they want to change their situation – a “needs gap” between where they are and where they want to be (“We absolutely need to do this so that we can achieve nirvana”).

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Brian G. Burns Interviews Sean O’Shaughnessey On How To Win Large Enterprise Deals

Brian G. Burns Interviews Sean O’Shaughnessey On How To Win Large Enterprise Deals

Brian Burns interviewed me for his podcast, The Brutal Truth, which can be found at https://www.youtube.com/c/BrianBurns/videos. This version of the video doesn’t have the automatic transcription of the original podcast. I have created a better transcription below. I encourage you to read it here. Brian’s podcast was titled The Top 3 Things You Need To …

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