Most salespeople fold the moment a prospect says “I can’t afford it.” They drop the price, offer a discount, or quietly give up. Strong closers do something different: they anchor value instead of defending cost. That shift is what separates the...
Most reps think prospects are dodging their calls. They’re not. Prospects don’t dodge calls. They dodge pressure. If your language signals that a call means a pitch, they will find every reason to avoid it. Remove that signal, and getting people on the...
The moment you walk into a conversation desperate for a yes, you’ve already lost. That needy energy doesn’t stay hidden. Prospects feel it. And the second they feel it, they pull away. https://youtu.be/vEszQJgm-yQ Here’s the counterintuitive truth...
You already know something is off. The prospect seemed interested. You sent the info. You followed up. And still, nothing moved. Here’s the hard truth Ray Higdon says almost every day: the more you chase, the less likely they are to move forward. What Chasing...
You can feel it the moment it happens. The prospect seems close. Something inside you says push a little harder. So you say something like, “It’s a no-brainer,” or “You’re going to be so good at this.” And just like that, the sale...
You’ve been told your whole life that being nice is a virtue. In sales, it’s quietly killing your results, and more importantly, it’s failing the very people who need what you have. This isn’t about being mean, aggressive, or pushy. None of...
