Sales Logic - Selling Strategies That Work

Lightning Round: 10 Biggest Mistakes You've Seen at Trade Shows
Lena from Milwaukee asks, "I've never attended a trade show, but my company is starting to look into trade shows this year. What's your advice for my first-time trade show?"
Book: Stand Out and Sell More at Trade Shows by Maree-Louise Santarosa
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Lightning Round: Top 10 Sales Skills Every Sales Person Needs Now
Question: Sean from Topeka KS asks, "I know my product cold, but I keep getting pushed down to procurement. How do I get taken seriously by executives?"
Book: What the CEO Wants You To Know by Ram Charan 
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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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