Sales Logic - Selling Strategies That Work

Lightning Round: Top 10 Signs You Need to Fire a Client
Question: Corena from Newport Beach, CA asks,  "I'm naturally a pretty funny person with my friends, but I get stiff and overly formal on sales calls because I'm afraid of saying the wrong thing. How do I bring humor into my sales conversations without coming across as unprofessional or risking the deal?"
Book: Humor Seriously? Why Humor is a Secret Weapon in Business and in Life by Jennifer Aaker
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Lightning Round: Top 10 Worst Questions to Ask Clients
Question: Sarah from Denver asks, "I prep good discovery questions, but halfway through the call I catch myself thinking about my next question instead of listening to the answer. How do I stay present and actually hear what the buyer is telling me?"
Book: You're Not Listening by Kate Murphy
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Lightning Round: Top 10 Qualifiers for a Winning Pipeline
Question: Irena from Bulgaria asks, "I have listened to you both for years, and I always love your advice. I feel like now more than ever this show is needed—sales is hard. I work so much, prospect, call, prospect again, write proposals, but I seem to work harder and close less—help. What do I need to be doing that I am not doing. I am a bit desperate here. My commission checks are getting smaller."
Book: The Mom Test by Rob Fitzpatrick
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Lightning Round: Top 10 Ways to Stay Relevant with Your Customers
Question: When you look at growth for the coming year, are you more interested in growing with new customer acquisition? Or are you trying to expand the share of wallet of your existing customers?
Book: Moneyball Sales by Carson Heady
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Lightning Round: Top 10 Things I Will Be Changing or Adding for 4th Quarter
Question: Carolina from Bangor, Maine asks, "So, I am curious how I make the most of the 4th quarter of the year? I hear you two talk about it all the time and want to know what I need to be doing and what I need to be focused on?"
  Book: Never Split the Difference by Chris Voss
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