Securing Your Win, After You’ve Won the Business
Winning the business is only part of the victory... SECURING that win is what seals the deal! At Slattery Sales Group, we’ve worked with sales teams at 2,400 different companies. We’ve seen a lot, including some late-stage surprises that derailed an otherwise excellently-executed win.
When Salespeople are Uncomfortable Disqualifying Sales Opportunities
At Slattery Sales Group, we’re fanatics about qualifying business opportunities.We regularly tell our clients that they can (and should) culturally expect, within their sales organization, a closing r
Be Wary of Interest in High-tech Sale
💡 Today's Slattery Sales tip: Be wary of interest -- especially in high-tech sales. We often coach elite sellers in high-tech complex sales. It's not uncommon for them to be offering incredibly nove
Is the Juice Worth The Squeeze?
Is the Juice Worth The Squeeze?(and a quick video with more details)✨Today’s Slattery Sales tip: Story time! Once upon a time, a company (one of our clients, but this was before we worked together) so
Doom Of Discounting
Doom Of Discounting(and a quick video with more details)💡 Today’s Slattery Sales tip: The doom of discounting!Those of you who were in our training decades ago may remember the page from our old work
Time Value
Time Value(and a quick video with more details)💡Today's Slattery Sales tip for leaders: How much does one extra 1-hour meeting cost your team?If you’re in a company culture that values having lots of
Overcome Isolation
Overcome Isolation(and a quick video with more details)Today’s Slattery Sales tip: Overcome isolation.💡Isolation is the distance between a decision and its consequences. In a complex sale, you will h
Strategically Defend The Business You've Already Won
Strategically Defend The Business You've Already Won(and a quick video with more details)Today's Slattery Sales tip: Strategically defend the business you've already won.You did a great job positionin
Emails
Emails(and a quick video with more details)A quick tip for revenue-producing teams:Tight email security is great, but there are no free moves.💡 Work with your technology team to make sure your client
Three Things Not To Do Early In A Sale
Three Things Not To Do Early In Sale(and a quick video with more details)Today's Slattery Sales tip: 3 things not to do.💡 Here are 3 things NOT to do early in your complex sale, in order to help you
Get Clarity For End Game
Get Clarity For End Game(and a quick video with more details)Today’s Slattery Sales tip: Get clarity for the end game.Every enterprise has more requests for funding than available funds. They must dec
Your Toughest Competitor Is The (Often Irrationally-Defended) Status Quo
Your Toughest Competitor Is The (Often Irrationally-Defended) Status Quo(and a quick video with more details)💡 Today’s Slattery Sales tip of the day: Your toughest competitor is the (often irrational
Don’t pitch prematurely – even when you find pain.
Today’s Slattery Sales tip: Don’t pitch prematurely – even when you find pain. 💡When you’re in a conversation with your prospect and you hear them describe a pain or problem you can fix, do not jump
The Meeting After The Meeting
Today’s sales tip: the Meeting After the Meeting💡After you present your solution to your prospect enterprise, there will always be a “meeting after the meeting” (or “MAM”), to which you won’t be invi
Don’t Tell Your Prospect The Size Of Their Problem
Today’s Slattery Sales tip: Don’t tell your prospect the size of their problem. 💡 Don’t tell your prospect how big their problem is (which your solution can solve), because ‘telling’ them won’t stic
Articulated Problems Get Funded
Today’s Slattery Sales tip: The problems that get articulated get funded. 💰 In any organization, the problems that get articulated get funded. 👉 If the only number on the table is price, and you
October 2025 Infrequent Flyer
October 2025 Infrequent FlyerWelcome to your October edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy som
September 2025 Infrequent Flyer
September 2025 Infrequent FlyerWelcome to your September edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy
How They Resolve Differences
Today’s Slattery Sales tip: Figure out your prospect’s process to resolve their differences. 💡 In complex sales, there’s never a single “decision-maker”, and you’ll rarely achieve consensus at the p
Two Sales Not One In Every Call
💡 Today’s Slattery Sales tip: There are two sales happening on every sales call, not one. 👉 Whenever buyer and seller meet, there are two sales happening concurrently, not one. The seller is tryi
First Obstacle - Change
Today's Slattery selling tip: Know your first obstacle. 💡 Chances are, the real decision your prospect must make is NOT to whether or not to buy from you. 👉 It’s whether or not to make a change at
Get Ready To Change How You Sell
Today’s Slattery Sales tip: Get ready to change how you sell. (And no, it's not because of AI.🤦♀️) 💡If your solution is new, unique, high-tech, and making headlines, you may be able to sell some
Don't Get Ahead Of Your Prospect
Today’s Slattery Sales tip: Don’t get ahead of your prospect. 💡 Remain in commitment rapport with your prospects while you engage them in conversation about their world (their pains, their problems)
How To Amplify Your Investment
Today's Slattery Sales Tip: How to amplify your investment. 💎 You invested in your salespeople’s success by getting them trained & coached. ⌛ You can amplify your return on that investment by chan
What Is Wimp Junction?
💡 Today's Slattery Sales tip: What is Wimp Junction®? Wimp Junction® is the place where your sale derails from your selling system -- where you can win at high margin -- to the prospect’s buying
The 3 Habits Still Getting in the Way of Closing 9 out of 10 Deals
In the video below let's talk about the three things most likely interfering with achieving the standard 90% closing rate for a well-executed complex sale.
How to Respond to a Pricing Request
In the almost four decades we've been doing complex sales training, coaching, and consulting (with over 2,400 companies), we've learned that there are a lot of constants in
How to Run the Sales Conversation Without Dominating It
Over the almost four decades that we've been doing complex sales training, coaching, and consulting, we've trained thousands of salespeople early in their career; perhaps
Why and How to Walk Away From A Proposal
First, let's talk about why you might want to walk away from a proposal:If you're willing to walk, it tends to heighten the prospect's interest in you. This is because they
What To Do When High Value Sales Go to Low Price: Case Study
In this video, Terry discusses what to do when a high value sale starts sliding down to lowest price, using an example from one of our clients in contract manufacturing.
The Biggest Myth Around Following a Sales Process (and what strong forecasts have in common with Shakespearean theatre).
The Biggest Myth Around Following a Sales Process(and what strong forecasts have in common with Shakespearean theatre.) I recently had a conversation with a salesperson at
The One and Only Purpose of Your Sales Calls
There are a lot of calls being done by salespeople out in the marketplace, but they're not all sales calls. They are calls filled with good things: meeting new people, chatting
The One Question for Sellers to Stop Asking Today
We've all read the books. We've all seen the trainings. We all know we're supposed to ask our prospects a LOT of questions. A LOT of open-ended questions. ALL THE QUESTIONS
The Real Reason We All Block Salespeople (Even Salespeople)
Why do we all block salespeople? What is it about salespeople that makes us go, "Shields up!" as soon as they call on us? We claim we're busy, we give excuses, we say we love
Why Closing Skills Aren’t Actually That Important
We've worked with more than 2,400 companies over the last 35+ years in the capacity of sales training, coaching, and consulting. And in that time, I've heard many salespeople
Why Human Salespeople will NEVER be Obsolete
I grew up in the sales world. Over the better part of the last 4 decades, I've seen many sales trends come and go. I've seen new industries rise and old techniques fall. I'
Why SELLER Is Such a Unique Role in Your Organization
We often help executives hire the right sales talent for their enterprise, because the role of "seller" is crazy hard to fill (and crazy expensive to fill incorrectly).If y
Impostor Syndrome In Sales?
Many years ago we hired a salesperson at Slattery Sales Group, to help us grow our business. We gave him a quota.In short order, he crushed it. CRUSHED it. Like, he came in at quadruple his quota.So w
This One Rule From Improv Comedy Can Enhance Your Sales Calls
In our four decades of sales work in more than 2,400 companies, we've coached a LOT of elite salespeople. One thing that many of them ask us is how they can be more nurturing and nuanced in their sale
Consensual Cooperation
Sales is not a zero-sum game. It’s not a game where one side wins at the expense of the other.In fact, it’s the exact opposite of a zero-sum game.The only way a seller can end up better off is by maki
June 2025 Infrequent Flyer
Welcome to your June edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some life along the way).So here ar
May 2025 Infrequent Flyer
Welcome to your May edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some life along the way).So here ar
April 2025 Infrequent Flyer
Welcome to your April edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some life along the way).So here a
March 2025 infrequent Flyer
Welcome to your SPECIAL March edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some life along the way).T
January 2025 Infrequent Flyer
Happy New Year! Welcome to your January edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some life along
December 2024 Infrequent Flyer
Happy December, and welcome to your December edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some life a
November 2024 Infrequent Flyer
Happy November, and welcome to your November edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some life a
October 2024 Infrequent Flyer
Happy October, and welcome to your October edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some life alo
September 2024 Infrequent Flyer
Welcome to your September edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more sales (and enjoy some life along the way)
August 2024 Infrequent Flyer
Welcome to your August edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some life along the way).Here are
July 2024 Infrequent Flyer
Welcome to your July edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some life along the way).Here are a
August 2025 Infrequent Flyer
August 2025 Infrequent FlyerWelcome to your August edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some
Competing For Funding
You’re always up against other funding in your prospect organization. You’re always competing with other initiatives: fresh tech, new building, new hires, upgraded equipment.These investments are usua
Equip Your Advocates
Today’s Slattery Sales tip: Equip your advocates. 💡 There is no single “decision-maker” in a complex sale. There are always more requests for funding than funds available, and so HOW they resolve
Decision-Making Is Emotional
Decision-making is emotional. Decision-justifying is rational, and only comes after a decision’s been made.The first decision your prospect has to make is the decision to make a change. Justifying it
Paths Diverging
In our new book “Wimp Junction”, we write about the choice sellers face to either follow the tracks of their prospect’s buying system, or follow their own tracks of a solid selling system instead.
Know Your Recipe!
Know the recipe. Know what it takes to get one sale. How many offers did you put on the table to win one? And what happened before that? How long did it take? Because when you know what it
The One Question That Can Bring Clarity to a Stalled Deal
At Slattery Sales Group, we're often asked to help a new customer (who hasn't yet worked with us) on a high-stakes deal that's stalled. It tends to be at a time of year when
Translation Work
💡 Today's Slattery Sales tip: Don't trust the prospect to connect the dots between your solution’s value and the problems they face; they don't have the time, bandwidth, or experience.
The Intersection of Cost, Price, and Time in a High-Value Sale
In the above video, Terry Slattery discusses the intersection of cost, price, and time in a high-value sale. He gives some examples of the difference between price and cost and offers some ideas for
Don't Get Excited Until You Uncover Actionable Pain
Don't Get Excited Until You Uncover Actionable Pain(and a quick video with more details)Today’s Slattery Sales tip: Don’t get excited until you uncover actionable pain.💡Salespeople often get caught u
Stay In Commitment Rapport With Your Prospect
Stay In Commitment Rapport With Your Prospect(and a quick video with more details)Today’s Slattery Sales tip: Stay in commitment rapport with your prospect.💡Don’t be more committed than the prospect
Beware Interest
Today’s sales tip: Beware interest.People will generally move a lot faster to avoid a pain than they ever will to achieve a pleasure. It’s why there are so many pain-based selling systems out there.Be
There’s Really Just One Stall.
💡 Today’s Slattery Sales tip: There’s really just one stall. There is effectively ONE -- and only one -- stall at the root of every stall you’ll receive from prospects in the marketplace. That's it.
The Top 3 Pressures Sales Leaders Are Facing
Join us for a brief discussion about the three challenges we're seeing sales leaders face as they approach end of month, end of quarter, and end of year.
July 2025 Infrequent Flyer
Welcome to your July edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some life along the way).So here ar
Everything You Need to Know about the Slattery Sales Program
The doors to the Slattery Sales Program are opening on March 3 and I want to make sure you have everything you need to join us when the doors open. So… I’m pulling back the curtain and sharing “everyt
Get your prospect’s view of their pain – not yours.
Today’s Slattery Sales tip: Get your prospect’s view of their pain – not yours. There are many pain-based selling systems out in the marketplace. This is because, on a whole, people will generally
Why Have a Sales Team
In this video, we talk about why a company (in this case, a bank) might have a sales team. From economics, we learn that once something becomes a commodity, market share always
June 2024 Infrequent Flyer
Welcome to your June edition of the “Infrequent Flyer!” We share carefully-curated insights for you, all with the goal of empowering you to win more (and enjoy some life along the way).By this time of
April 2024 Infrequent Flyer
Good morning,Happy April!We’re thrilled to announce that our long-awaited book, “Wimp Junction®”, launches TODAY!This is the culmination of many years of work, and we’re so excited to share it with yo
February 2025 Infrequent Flyer
Happy February!Welcome to your February edition of the “Infrequent Flyer!” We share carefully-curated insights for you here, all with the goal of empowering you to win more (and enjoy some life along
May 2024 Infrequent Flyer
Happy May!Many years ago, my dad (Terry Slattery) occasionally sent out an irregular paper newsletter that he called "The Infrequent Flyer". To carry on the tradition (and reassure you that these shal
Announcing...
An early heads-up to our Slattery circle that something new is coming soon!