“So what do you do?” How many times have you been asked that question? At a networking function, a business event, at a BBQ, in the elevator, anywhere? How did…
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When we interact and work with people (customers, colleagues, managers, friends, family, etc.) it is important to be able to interpret and understand where the other person is coming from…
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We've talked long and hard about how sales people need to listen, listen, listen to the client. Not just hear but really listen to what is being said, how it…
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In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Breaking…
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Having a big ego is often associated with the sales profession. For many years the supercharged Alpha male, 600 lb sales gorilla has been the poster person for successful salespeople. …
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Here’s a simple reality… Prospects and customers buy the salesperson first during every sales call – or they don’t buy at all. In any major sale, especially Business-to-Business (B2B) or…
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‘Out of the mouths of babes’ is one of those expressions you hear adults utter occasionally. Often amazed at the remarkable or insightful things children say, I think we do…
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Perception is reality. So what do your clients really think of you? Would you be happy with how they perceive you? Are they thinking any of the following when they…
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Sun Tzu, the an ancient Chinese military general, strategist and philosopher, said 'Move swiftly to overcome resistance…'. In selling that is interpreted as closing when you get a buying signal.…
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Once upon a time, a long, long time ago, salespeople had a clearly defined role. They called on prospective customers, asked a lot of questions in an attempt to understand…
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