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Sales Articles

How to sell with consistency: reaching buyers who will not call back, handling objections with LAARC, reading a stuck deal with LOCKS, slumps and motivating a sales team.

20 articles

Early in my career I sold for a living, and I still lead sales teams today as President and COO of Uniti Med, GQR Healthcare and Nebula. The lessons that stuck with me were rarely about clever closing lines. They were about persistence, belief in what you sell, understanding what a buyer really needs and showing them what it costs to keep saying no.

These articles cover the LOCKS framework for diagnosing a stuck deal, the LAARC Method for handling objections and the habits that keep a sales team consistent on the days nobody feels like making calls.

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Best of Sales

How to Get a Meeting With a Buyer Who Will Not Call You Back

Persistence gets you the call. The cost of saying no gets you the yes.

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Nobody Wants to Be Overcome. They Want to Be Understood.

Why objection handling works better as listening than as winning.

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How to Close More Deals

Using LOCKS to see why a deal is stuck and what moves it forward.

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The Full Library

All Sales Articles

01How to Get a Meeting With a Buyer Who Will Not Call You Back02How Salespeople Can Spend More Time Actually Selling03How to Follow Up With a Prospect Without Being Annoying04How to Coach a Sales Team05Sales Discovery Questions That Uncover What Buyers Really Need06The Power of the Pause in Sales Conversations07Why Objections Are a Good Sign in Sales08Nobody Wants to Be Overcome. They Want to Be Understood.09A Slump Is Almost Never a Skills Problem10You Already Know Which Call You Are Avoiding11How to Close More Deals12How to Increase Sales13How to Grow Revenue Fast14How to Motivate a Sales Team15How to Handle Price Objections16How to Handle Objections in Real Estate17The LOCKS Framework18The LAARC Method for Handling Objections19How to Plan a Sales Kickoff20Sales Kickoff Themes and Ideas
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