Stump The Guru Podcast

Are you overcompensating by going heavy on relationship-building in your sales process?

Building deep trust with your prospects in your sales process does not require you to build a relationship with …

 Let me be blunt ... The number one goal is not to promote your product, brand or solution – but rather focus in on, and understand the problem your prospect is trying to solve. It is only then, when…

You’re coming to the end of an initial conversation with a potential new client, and everything seems to be going well.

You’ve invested time with them to understand their issues and provided informati…

Are you tired of chasing prospects who seem interested in what you're offering, only to end up going silent or ghosting you altogether? It's a frustrating experience that can leave you feeling burnt …

The life blood of your business is your ability to bring in new clients, consistently.

Why is it that so many new client opportunities end up disappearing?

You’ve done everything “by the book.” You’ve …

What could be worse than having a qualified prospect slip through your fingers and vanish?

You did everything right in the initial conversation.

You were friendly, gave them great information, and you …

It's commonly accepted in the sales world that chasing prospects is an essential part of the game. However, this approach is rooted in a macho sales image that suggests that giving up on a prospect i…

With typical traditional selling, when you get an objection, you’re supposed to overcome it. We’re taught that by all the gurus.

The problem with that is if they’re giving you an objection that they b…

You’ve probably heard this over and over: “If you hear an objection, immediately overcome it and move towards making the sale.” That’s a very one-sided approach to a moment that could get really awkw…

The secret to avoiding falling down this rabbit hole of chasing is to let go of the sale in your mind.

Letting go of the sale simply means being genuinely comfortable with waiting for your prospect to…

Are you overcompensating by going heavy on relationship-building in your sales process? 

Building deep trust with your prospects in your sales process does not require you to build a relationship with…

You know the drill, you schedule a call with a potential prospect for your offering, you have a great conversation with them, they give you positive signals they are interested in working with you, t…

Have you had a sales conversation that felt just “perfect?” 

The chemistry between you two was solid, their problem was clearly articulated, you helped them see that you can solve their problem and ev…

The traditional sales formula looks like this:

Qualify the lead + Present your solution = New paying client 

That’s basic selling 101, isn’t it? 

But if this formula, which has been taught by the “sales…

If you’re chasing somebody and you don’t hear back from them for a while, you will probably feel like you’ve lost them. And, you know you can’t chase them anymore because doing that will inevitably b…

Most of us who sell get caught up in “hopeium,” a comical term that means we focus our hopes and desires on making the sale. But hopeium can be a trap, because it's impossible for you to keep in mind…

You’ve probably heard this over and over in your career. “If you hear an objection, immediately overcome it and move towards making the sale.” That’s a very one-sided approach to a moment that could …

We have been taught to chase opportunities, play the numbers game, and pursue prospects. But it turns out that if you stop doing those things, which extend your sales cycle, but instead focus on buil…