meritt skills

Sales skills, one lesson at a time.

Short, practical lessons on the skills that actually move deals, from the first cold call to the renewal. Free, plain English, and built for salespeople.

Sales skills, one lesson at a time.

Research & pre-call preparation.

How to Personalise Your Cold Call Opener for Each Buyer.

How to Research a Company Before a Sales Call.

Cold calling.

How to Open a Cold Call With a Pattern Interrupt.

How to Leave a Sales Voicemail That Gets a Callback.

How to Block Calling Time and Track Your Numbers.

How to Get Past the Gatekeeper (By Making Them an Ally).

How to Book the Meeting on a Cold Call.

How to Lead With a Problem on a Cold Call, Not a Feature List.

How to Tell a Brush-Off From a Real Concern on a Cold Call.

How to Handle the Quick Brush-Off on a Cold Call.

How to Earn the Next 30 Seconds on a Cold Call.

How to Control Your Voice on a Cold Call.

How to Open a Cold Call Honestly and Keep People on the Line.

Active listening.

How to Use Silence After a Question to Get the Real Answer.

How to Build on the Buyer's Answer Instead of Waiting to Talk.

Discovery & qualification.

How to Quantify a Buyer's Problem So They Feel the Urgency.

How to Find the Real Business Problem Behind a Buyer's Complaint.

How to Ask Follow-Up Questions in Discovery.

How to Ask Open Questions in Sales (Not Yes/No Ones).

Qualification methodology (MEDDPICC).

How to Score Your Deals and Drop the Weak Ones.

How to Confirm You Have a Real Champion in a Deal.

How to Know Your Competition in a Deal.

How to Find a Problem Big Enough to Act On Now.

How to Map the Paper Process in a Deal.

How to Map the Decision Process in a Sales Deal.

How to Find Out How a Buyer Will Choose.

How to Find the Budget Holder in a Deal.

How to Define Buyer Success Metrics So Your Deals Don't Stall.

Objection handling.

How to Stay Calm When a Buyer Pushes Back.

How to Handle Objections Before They Come Up.

How to Handle the "Not Now" Objection Without Losing the Deal.

How to Handle "We Already Use a Competitor".

How to Handle a Price Objection Without Dropping Your Price.

How to Spot a Fake Objection From a Real One.

How to Handle an Objection by Asking What It Really Means.

How to Show You Heard the Objection Before You Answer It.

Value articulation & business case.

How to Stand Out From Competitors Without Trashing Them.

How to Tell a Before-and-After Story That Sells.

How to Give a Demo That Fits the Buyer.

How to Use Customer Stories as Proof in Sales.

How to Build a Money Case Backed by Real Numbers.

How to Show the Cost of Doing Nothing.

How to Sell Value, Not Features (Speak the Buyer's Language).

Multi-threading & stakeholder navigation.

How to Spot the Real Decision-Maker (Not Just the Job Title).

How to Handle Deal Blockers Without Losing the Deal.

How to Help Your Champion Sell the Deal Inside.

How to Test if Your Champion Will Really Act.

How to Build a Champion Inside the Company.

How to Reach the Economic Buyer Who Controls the Budget.

How to Build More Than One Contact in a Deal.

How to Map the Decision-Makers in a Deal.

Economic buyer & executive engagement.

How to Create Urgency With a Real Deadline.

How to Run an Executive Meeting as a Two-Way Talk.

How to Stay Calm With Senior Leaders in Sales Meetings.

How to Understand How a Buyer's Business Makes Money.

How to Pitch to the Budget Owner in Their Own Terms.

How to Get a Meeting With the Budget Holder.

Closing & advancing the deal.

How to Spot Deal Roadblocks Before They Stall the Deal.

How to Build a Mutual Close Plan With the Buyer.

How to Ask for the Next Step on a Sales Call.

Email & written outreach.

How to Write Error-Free Sales Emails That Build Trust.

How to Keep Cold Emails Out of the Spam Folder.

How to Write a Breakup Email That Gets a Reply.

How to Write Follow-Up Emails That Get a Reply.

How to Write a Follow-Up Sequence That Changes the Angle.

How to Reach Out After a Trigger Event (So Your Email Lands).

How to Personalise a Cold Email Around a Real Problem.

How to Ask for One Easy Next Step in a Sales Email.