Description

Want to be a better salesperson? Have a product or service you want to grow, but aren't sure how? Do you ever miss quota? Does your team ever not achieve their goals?



Most sales blogs, podcasts, and training sessions focus on "what to do"... But in this podcast episode, we take a different approach. Michael Wicks, author of "How Not to Sell: Why you cannot close the deal and how to fix it", shares with us how to close more opportunities.



Michael shares his three fundamentals:

1. Only sell to those that need and want what you provide
2. Sell to people who have the power to make a decision
3. Sell to people who have the financial ability to buy what you're selling

During this discussion, Michael and Dan also discuss:

• Michael's book!
• Get out of your own way
• How to qualify buyers and find more of them
• Having confidence in sales
• Making your prospects and customers laugh
• Telling stories in business (and in books)!