MOVE ! - Eliminate "I Want to Think it Over" AND Sell More

Discover how sales coaching brings structure to thinking, planning, and doing, creating awareness of opportunities and helping you sell more by acting on in-the-moment choices.

Explore the three phases of skill development in sales—awareness, recognition, and decision—and close the gap to become a professional by using the 80:20 conversation model and selling up-hill.

Distinguish professionals from amateurs in sales by avoiding the unspoken agreement to prove expertise and instead adopt the 80:20 conversation model that centers on the client's response.

Expose the unspoken agreement that buyers will buy within budget, and use targeted questions and the 80:20 conversation model to uncover their real reasons to buy.

Apply the 80:20 conversation model to let prospects talk 80 percent of the time, ask questions to uncover why they should buy, and focus on their reasons, not yours.

Learn to avoid sharing what you know too soon in sales conversations and avoid being the hero yet by not giving away your expertise for free.

Develop confidence in your competence by using product knowledge without over-sharing. Ask questions, listen more, and connect solutions to real problems because customers buy emotionally.

Focus on uphill selling by prioritizing the next steps, asking questions, and avoiding giving away information without commitment to move prospects toward tangible outcomes.

Differentiate being interested from interesting by asking three questions: what got you in the business, what keeps you in it, and what's next, to build rapport and uncover buying reasons.

Navigate the three-stage learning curve from beginner to amateur to pro, and master an 80:20 question-driven approach that reveals customer needs and turns benefits into targeted questions.

Put the pressure where it belongs by asking a silly question to ease pressure and let prospects reveal their interest; professionals ask guiding questions so buyers articulate their reasons.

Move from traditional selling to a process-driven approach that uncovers the prospect’s why with strategic questions, letting go of the outcome and prioritizing next steps.

Identify how the moves we make and the words we use create sales problems. Recognize situations, bridge awareness to action, and avoid jargon and buzzwords that customers don’t understand.

Translate industry jargon into plain language, address customers' questions, and connect messaging to personal reasons to prevent the 'think it over' hesitation.

Apply the 80:20 conversation model to ask questions, uncover the Y behind the white, and drive emotional buying while avoiding jargon, with lonely-work reflections and post-session reviews.

Master opening questions like what got you in the biz, what keeps you in, and what's next, then answer honest questions by sharing problems you solve, not features.

Use self-discovery questions, such as comparing maintenance costs to industry standards, to reveal unaddressed problems. Spell out acronyms and simplify language so the CEO or CFO understands and engages.

Ask obvious questions to uncover real needs and reduce hesitation, as professionals invite office managers to share concerns, revealing buying reasons and enabling a smoother, no-surprises sale.