What's your strategy to kick off "Back to Basics in 2027"? In my one person's opinion, the fundamentals are more important than ever. Curiosity, trust, value, and persistence will remain as anchors. It will be up to you to turn that into momentum. 2027 is less about new tricks and more about noticing the signals, timing your steps, and showing up with real presence. You can build trust in tiny, consistent touches: a quick insight, a relevant comment, and a thoughtful follow‑up. Who's with me to bring back the handwritten note card? In reality; everyone will have access to the same data. In my experience, even if everyone "knows what to do", it still is different from what they actually do. The winners will be the ones who interpret it better, faster, and more creatively. What is your strategy? 👇

Someone might ask for a lower price when what they actually need is more certainty, less risk, or a stronger reason to trust the deal. So instead of immediately defending your position, get curious. Ask questions like, “What makes that important to you?” or “How would this need to work for you to feel comfortable moving forward?” Then listen to the answers. Not just for what they want, but for what they're trying to avoid. The better you understand the other side's world, the better equipped you are to negotiate an agreement that lasts. ~Excerpt from Chris Voss I was fortunate to see Chris Voss live once (from Black Swan Group). He's a former hostage negotiator who uses that training to coach salespeople. If you like those ideas, you might also like the book "Verbal Judo: The Gentle Art of Persuasion" by George J. Thompson and Jerry B. Jenkins

I have umbrellas everywhere just in case it rains. I can't stand wet feet! Being ready to handle objections is much like being prepared for bad weather. What are the most common objections you hear and when was the last time you "practiced" your response? To me, objections are basically the universe asking, “Do you actually have something worth sticking around for?” Most people fold. Most people retreat. Most people treat the first “not sure” like a locked door instead of a hinge. Which is why it’s shockingly easy to stand out right now. Just stay in the conversation long enough to deliver real value not more noise, not pressure, but actual help. When you do that, objections stop feeling like resistance and start feeling like invitations. @Joe Apfelbaum gives us all plenty of resources to grow! Thank you! Here's today's "Daily Sales" article that sparked this idea: (71) 5 Sales Objections That Are Costing You Deals (And EXACTLY How To Overcome Them!) | LinkedIn

Happy #TransformationTuesday everyone! In case you missed today's "Daily Sales" post: (59) 7 Types Of LinkedIn Content That Can Actually Generate Sales Leads | LinkedIn Discover the seven pressure points that actually move a buyer. It’s the kind of clarity that turns content from "noise" into traction. This post reinforces everything we've been learning in our community here. Thank you @Joe Apfelbaum for your vision!

Curious to know if you have a great topic you can give a class on. If there was a room with 5, 10, 20, or 30 of your ideal clients, what would you teach them? Something super valuable in 30 minutes. What would you teach?