There’s a moment in every complex sale when you’re reviewing the numbers—whether it’s a business case or a pricing calculator—with a potential customer.

It’s easy to get nervous about the numbers and subconsciously avoid discussing them in detail. 

You might default to a close-ended question like,...

Darren Mitchell had me on his podcast — The Exceptional Sales Leader — last week to talk about discovery.

Darren and I share a very similar view of selling as well as the profession of consulting, though from opposite sides of the world (Darren's in Melbourne, I'm in Massachusetts).

This conversat...

Sales situations come with a lot of pressure, and we tend to fall back into our habits and what we're comfortable doing.

Learning new skills takes repetition, time, and sleep. If you can practice in low-pressure situations, you'll have an easier time learning.

Think of how you learn other skills l...