You can’t build a house unless you have a firm foundation.  So the first thing we need to do is identify and remove any limiting beliefs you have about sales that are undermining your success.

And if you’re thinking, “I don’t have any limiting beliefs,” that’s normal – very rarely is anyone actually aware of them consciously; these are typically subconsious blocks sabotaging your success (and you don’t even know it).

We will help you address these, the best practices that ensure you are at the top of your game in every selling situation, how to remove procrastination, self-sabotage and negative thinking, and more.

Too many sales professionals try to put too much into one communication – most notably, in their emails.

Would you play chess by email (sending your opponent your next five moves and then wait for them to respond with their next five moves)?  Of course not – your opponent would see what your planned next steps and then plan how they can diffuse them.

We will show you how to shorten your communications to make them more effective, decisive and focused on moving the conversation forward.  You will see quick results just from sharpening and clarifying your messaging.

We’re going to get rid of all your current pushy and ‘fake’ rapport-building systems and replace them with a simple straightforward approach to positioning yourself as the Trusted Advisor right from the start.

We will show you steps to establishing real trust with your prospects so they recognize you as someone who has their best interest in mind and not just another ‘salesperson’, and the reasoning behind why “being yourself” is the simpliest path to enduring success.

When your prospect uses terms like ‘I’ and ‘my’ – singular pronouns – that person is almost never the decision-maker.

People who use singular pronouns to describe their company do so because it’s probably the only time they actually get to use them.

A real leader – someone who has full authority to make buying decisions on his/her own – typically avoids singular pronouns and favors using terms like ‘we’ and ‘us’.

We will teach you why real decision makers do that, how you can identify real decision-makers faster and earlier in your conversations, and the simple questions you can use that sorts the real decision-makers from the fake ones.

You’ve heard the phrase ‘buyers are liars’ – so how do you get prospects to level with you and tell you what they really want?

We’ll show you how to distinguish between a prospect’s real problems and those that are false-flags, so you can shift their focus away from their excuses (and even their outright lies), and instead get them to focus on the true value of what their desired outcome means for them, as well as their cost of inaction – without triggering their ‘buyer defense mechanisms’.

If you keep facing the same objections again and again from your prospects, it’s usually because you’re not outlining the possible negatives that the prospect is likely thinking before you start your sales conversations.

The elephant in the room doesn’t go away if you try to ignore it.  You keep getting the same objections over and over because you’re ignoring the elephant.

We will show you an effective way to diminish that elephant so you can get in front of most (and usually all) of the potential negatives and their corresponding objections, diffusing most or possibly even all them before the prospect even brings them up. 

You’ve had it drummed into your head for years:  “The more the prospect says ‘yes’, the easier it is to close them.”

Hearing ‘no’ from a prospect is not failure – it is actually a highly-valuable step in the sales process.  And it is typically much more valuable than hearing the prospect say ‘yes’.

You can get a lot farther with a prospect by letting them know that it’s ok to say ‘no’ – and that saying ‘no’ to you is actually a great answer.

We’ll show you how to embrace – even LOVE – when a prospect says ‘no’, and convert more sales when they do.

NOTE:  This strategy usually makes most sales professionals’ heads explode – until they use it for themselves and suddenly see more sales closing a lot faster, a lot easier – and with higher stick rates. 

No, not THAT f-bomb.  We’re talking about the word FAIR.  

It’s a word prospects use to manipulate you, typically when they feel backed into a corner.

The concept of fairness is fundamental to who we are as human beings.  This is why it comes up so often in so many situations.

Your prospects will blow up a deal if they feel they are not being treated fairly.  They might actually take a lesser deal, or a less than optimal deal, with someone else just because they felt the other company treated them fairly.

So fairness is really an issue that makes or breaks a lot of sales.  We will show you how to respond to a prospect who uses the ‘F-Bomb’ – when they suggest (or even tell you directly) they believe you, your terms, your pricing, etc. are ‘unfair’. 

The fear of loss can distort a prospect’s perception so much it can undermine the entire sales conversation.

They are thinking:

“What will I lose if I buy?  What will I lose if I don’t buy?”

We’ll show you how to work through this successfully to help prospects fully see and understand how their fears of loss should be influencing their decisions vs. allowing them to dictate their actions at the expense of positive outcomes. 

This is a fantastic technique that will dramatically help you establish a collaborative relationship with your prospects right from the beginning, and avoid the majority of potential hiccups, roadblocks and last-minute “Columbo’s” (i.e. ‘just one more thing’) from your prospects.

In fact, it’s so simple you will likely be stunned that you never thought of this before.

Let’s say your water heater goes out – the tank busts and there is no way to save it.

You call a local plumber who comes out and tells you that you need a new water heater, and he quotes you a price that comes with free installation and a 10-year no-cost full replacement warranty.

Does the plumber need to ‘build a relationship’ with you before you can decide whether or not you should buy the water heater from him?

That’s how silly you look when you are chasing after prospects in your attempts to ‘build a relationship’ with them in the hopes one day they will buy.

Prospects don’t need to talk with you several times in order to make a buying decision if they are convinced you can give them the solution they need to solve their problem.

So stop wasting time trying to build a relationship with your prospects – they don’t care about relationships; they care about solving their problems.  We will show you the right way to position yourself with prospects so you become the obvious choice of who to work with when the time comes they need what you are selling (this is such a simple technique you’ll likely kick yourself in the head for not thinking of it yourself).

You are calibrating your questions to elicit this thought from your prospect:

“What was I thinking?”

By taking your prospect to the past when they made a key decision, it anchors them to an emotional moment that is likely guiding their current and future decision-making.  We want to help them sustain that emotion so it helps guide them forward in making new buying decisions. 

We’ll show you how guiding your prospects through their own emotional discovery leads them to their buying epiphanies, which will result in their making decisions that cuts through the red tape and goes right to their fundamental essence of why they REALLY make buying decisions after all.

A prospect tells you they have a ‘deadline’ to meet?

Deadlines are rarely valid – and usually only in exteme situations are they actually ‘hard’ deadlines.

The rest of the time they just aren’t real – but they sure can manipulate the entire sales process.

We’ll show you how to effectively navigate this by pinpointing just how valid and fungible their ‘deadline’ really is – not to explode it, but to identify whether it’s a ‘hard’ deadline or a ‘soft’ one.

Let’s face it – there will be times you will have to address a pricing question from a prospect.

They may want a discount; or reduced pricing in exchange for some other product/service they will provide; or they may just want to haggle just to see if they can widdle you down.

We’ll show you how to pivot these conversations to non-monetary terms so your prospect’s emotional responses are properly calibrated to their baseline objectives and goals, and help them see how “cost” and “price” are not the same thing.

The sales professional who seeks growth advances faster than the sales professional who seeks accomplishment.

A reporter once asked Kobe Bryant: “There are players who love to win, and players who hate to lose… Which one are you?”

Kobe replied:

“I’m neither. I play to learn.”

Highly successful people know that if you’re driven by success, then you’re vulnerable when you fail.

But when you’re driven by growth, nothing can hurt you… Because every outcome makes you stronger.

This is the secret of true strength in professional sales.

This is how you become untouchable.

This is how you build GRIT.

We will show you how to rapidly turn your mistakes, frustrations, and setbacks into your most explosive results; to finally transcend the fear that has been holding your sales ‘game’ hostage; and to become unshakable in the face of difficulty and be invincible in any selling situation. 

You’ve probably sat in a doctor’s office at least once in your life.  Maybe you’ve had a broken arm, or perhaps a cold/flu you just couldn’t shake, or maybe just having a regular checkup.

During your time with your physician, they ask you some simple straightforward questions:  Tell me about your diet. Are you exercising. Does it hurt when I do ‘this’.  It’s fact-finding by the doctor to learn about your situation so they can identify problems, ailmenets, concerns, and then they prescribe their solution (take this pill, let’s do some more tests, start exercising more, etc.).

And you listen to your doctor – they are the expert, after all.   So when your doctor prescribes a medication, or says you need an x-ray, or recommends carpal tunnel surgery – it’s not a negotiation; you’re faced with the fact they are the expert and they wouldn’t be recommending those things if they didn’t think it was in your best interest.

Does the doctor try to ‘close’ you?  Use a ‘act now and we’ll throw in a set of steak knives’ hook?  Try to haggle over price?  

Of course not – that would be silly.

And all those cheesy tactics you use to push or ‘hook’ prospects are just as silly.

We will show you how to properly frame the entire sales conversation right from the start so your prospects they see you as an advocate – a guide – someone they can rely on to help them navigate to the right answer, the right solution.  And when this happens, you will win more sales, at higher prices, with virtually zero competition – and your clients will thank you for letting them buy (hard to believe now, but it’s true).

Even if you diffused all their objections up front, that doesn’t guarantee some prospects won’t try to throw more in as a last-ditch way to get out.

9 out of 10 objections are false – they are usually just escape routes the prospect is trying to give themself because they lack the moral fortitude to tell the truth of why they are hesitant to buy.  

We will show you how to squash these late-in-the-game curveballs simply by letting the prospect’s own words do all the work.

We want to convey empathy to prospects – not just because it’s good for us, but because we’re also trying to reciprocity – we want empathy in return.

But are you in a good-faith sales situation, or with a prospect who has ill intentions?

We’ll show you natural questions that will help you immediately identify whether or not you are in a good-faith selling situation, and get their potential ‘deal-breakers’ and turn them into ‘deal-collaborators’.

When a prospect feels trapped, they tend to say yes and go along with the buying process just to see if you will either go away or actually get them to their objective.

For example:  If you ask a prospect, “Does this look like something that would work for you?” if they say yes and you ask additional questions after that, the prospect feels as if every question they are answering is simply marching them further and further into a commitment before they are ready to do so.

So now the prospect is reluctant to share their problems/concerns with you because they feel that everything that comes out of their mouth reduces their autonomy over the situation.

We will show you how helping the prospect answer ‘no’ (so you can get real and clear information from them) is significantly more effective than forcing them into a corner and they give you a false yes, derailing your entire sale.

When you’re engaged in a sales conversation, you’re trying to convey empathy – because it’s good for you, but you’re also trying for reciprocity:  You want empathy in return.

Reciprocity is a human dynamic – but some people are guarded by it, so you don’t want to trigger it inadvertently.

We’ll show you a key question (and a few variations of that question) that will shape the prospect’s thinking into taking a hard look at your situation so it properly triggers empathy in your prospect without them even knowing it – and so they think it was their idea in the first place.

When you’re engaged in a sales conversation, you’re trying to convey empathy – because it’s good for you, but you’re also trying for reciprocity:  You want empathy in return.

Reciprocity is a human dynamic – but some people are guarded by it, so you don’t want to trigger it inadvertently.

We’ll show you a key question (and a few variations of that question) that will shape the prospect’s thinking into taking a hard look at your situation so it properly triggers empathy in your prospect without them even knowing it – and so they think it was their idea in the first place.

Ever see someone get in really great shape (such as an actor training for a role), and then later see them return to their original physique (or sometimes one that is even worse)?

They did the work to get in shape – but they didn’t do the work to STAY in shape.

Learning without reinforcement typically leads to poor results.  So a key part of the Revolution Selling Program is teaching you the right exercises to start conditioning yourself once you’ve completing the core program so everything you learn goes from ‘information’ to a SKILL so it lasts forever and you can summon it on command.