Reverse Engineering a Successful Sale

The customer is always right when they describe how they see your value. That was true recently when a client VP said, “With The Five Abilities® you’ve basically reverse engineered a successful sale.”...

Visibility 101: Be Seen Be Successful

An important ability within The Five Abilities® is VISABILITY—the critical ABILITY in prospecting. Being seen in the right way, by the right people, at the right time. Often overlooked is the reality that this troika rarely happens all at once....

3 Steps to Practical, Actionable, Problem Solving

Bringing people together to solve problems is what the best salespeople do well. Selling is about solving problems in ways that convince people to engage effort and resources they might not have done without your influence—including buying your product or service. Here are the three steps to practical,...

This is the Habit Your Customers Hate

Too many salespeople have a habit that I call over-pitching and under-relating. I’ve seen such behavior first hand and I can tell you the outcome: the customer runs as fast as he or she can to get away from such people....

5 Fundamentals That Will Forever Shift Your Thoughts on Rejection

If you’re in sales (or in any business) you’re going to face rejection. A lot....

Winning Lifelong Customers with The Five Abilities
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