My family plays a lot of games. A favorite when we have large groups is a dice game called left, right, center. We play the game with quarters that are passed to the left, right, or center (as its name implies) based on what you roll. The quarters move around the table constantly during the… Read More
About Nancy Bleeke
3 Big “No’s” When Responding to Sales Objections
Objections, one of the most feared ‘maybe it will or maybe it won’t’ points of sales conversations. Why? Sellers tell me: Because the objection may be the end of our sales opportunity. It seems like a personal attack. There’s uncertainty about how to really ‘handle’ it. (Don’t get me started on the fact that NO… Read More
4 Tips to Increase Active Listening with Ear Contact
Want to build a better relationship and connection with another person? You can start with making eye contact which is an age-old communication tip. Who can argue with that? It’s sound advice. Yet I think there is more contact to be made…with your ears. Use your ears to focus on not only hearing what the person… Read More
5 “Wimpy Words” to Remove from Your Sales Conversations
The words we use have power. The power to educate, excite, remove fear, and gain commitment as well as provide clarity, comfort, and hope. They also have the power to show our ignorance, focus on ourselves, lack of conviction, and can create fear, confusion, and lack of clarity. That’s why, when the WorkWise LLC sales… Read More
A Challenge to Unplug for 24 Hours
Here it is a Friday afternoon, the sun is shining, the temperature is 80 and there is low humidity. The weekend looks to be just as beautiful. But I, like many of you, have a LOT to get done. There are newsletters to write, a proposal to prepare, training materials to complete, and phone calls… Read More
A Huge “Aha” About First Impressions. Hint: They Are Made Before You Meet
This statement (who really said it first is a great debate – was it Will Rogers or Oscar Wilde?) is one of the most often quoted comments I hear when discussing first impressions. That’s why research on first impressions is so fascinating for me. If making a first impression is that important, how quickly are… Read More
Accelerate to Speed Up Your Sales Results
When is the last time you “gunned” it at work? You know what gunning is, right? While driving, gunning is a quick acceleration or burst of speed. Too often we are on auto-pilot and drive through our days at the same pace; achieving the same results. Then something happens that gets us excited: maybe it’s… Read More
Communication Contact: 4 Tips to Increase Active Listening
Want to build a better relationship and connection with another person? You can start with the age-old communication tip: make eye contact. Who can argue with that? It’s sound advice. Yet I think there is more contact to be made…with your ears. Use your ears to focus on not only hearing what the person is saying,… Read More
Curb Your Enthusiasm To Make More Sales
A little enthusiasm goes a long way in a sales conversation. A lot of enthusiasm can kill or stall your sale. Recently, I called a current tech services supplier of mine with a very specific need and timeframe for a quick edit to a software program. I was ready to “buy” his time to make… Read More
Expanding Your Precious Time
Time. Such a fleeting thing for most of us. Busy sales managers are on a merry-go-round as they try to keep up with long To Do lists, fewer resources and constantly changing economies, technology and processes. We can’t add a 25th hour in our day, so the question becomes how do we get more time?… Read More
From Process to Playbook Your Small Business Sales System
Systems. Some people love them, others don’t. Yet systems drive everything from our bodies to our businesses. In working with small businesses over the last 20 years, I’ve noted that smart business owners set up all kinds of systems to gain efficiencies in core functions such as product/service delivery, accounting, procurement, etc. Yet many don’t… Read More
Get Real, Win Sales: Leave the Pretender at Home
My recent post, You Matter: Conversations That Count, was a huge hit! The open and share rate was nearly 19% higher than the three previous articles. Obviously, the topic hit home to many people. The relevancy made me smile. You see, my book,Conversations That Sell’s working title was Get Real, Win Sales. My publisher, AMACOM, renamed… Read More
Great Expectations… and Outcomes
Have you experienced this situation? You had a great conversation with your buyer (or team member) and left the meeting or ended the call thinking or believing that what happens next is clear. Then the following occurred: Nothing. The information or action you expected from the buyer didn’t happen. Reality. You delivered what you believed you committed to… Read More
Hey Managers, Want Your Team to Sell More?
In the last two days, three Sales Managers have given me their versions (ahem, excuses) of why their team isn’t performing at the level they need or expect. I heard: We don’t have enough support from the company or marketing. The salespeople aren’t consistent in their performance or activity. I have no time to babysit… Read More
How to Close More Sales: You Won’t Close If You Don’t Ask
Everyone seems to want to know how to close more sales. It’s a focus for sales managers and salespeople professionals alike. And both are frustrated when it doesn’t happen. Sales managers tell me, “My people aren’t closing sales. They do all the work and then the final decision is stalled. They don’t move them through… Read More
Intentional Open-Ended Questions that Connect
I was greeted by a salesperson and asked, “What’s new?” Talk about an open ended question! It doesn’t get more open than that, does it? The problem is, I was tongue tied. I had no idea of where to start to answer that really open-ended question so I said, “Not much.” And the conversation went… Read More
Keeping it “Fresh” – Move On From Stale Sales Activities
I don’t know about you, but I can get stale. Instead of keeping myself ‘fresh’ by updating my own skills and consistently looking for fresh strategies, I shortcut best practices that work and get stuck in my own way of doing things. The problem: Staleness leads to inconsistent activity, results, and wins. Fresh does not… Read More
Netting Out Sales Managers Key Activities: The ONE Thing You Should Do to Build a Winning Team
Sales leaders have one of the toughest jobs in business. They are tugged at from their manager, senior leaders, customers, and team members with demands and high expectations for deliverables, time, and energy. This is why I work so hard to help sales leaders become more effective and efficient with processes and tools that build… Read More
Open Ears Bust Open Sales Opportunities
If life is a contact sport then sales is an ear contact profession. Our ability to convey a relevant message in sales is undeniably important. Yet without matching the ability to share a message with the willingness to take in the information coming at us…we lose. If you want to open doors, open your ears…. Read More
Ready to Claim Your Independence?
When is the last time you asked these questions (either mentally or out loud): Why don’t they fix this? How come prospects are so hard to reach these days? Who set these goals or targets? How am I supposed to ________ (any activity)? What about these thoughts? Sure, like that’s going to really happen. That’s… Read More
Ready to Kickstart Your Success? 3 Tips That Kick You Into Action
How do you react when you hear that phrase? Most of us react negatively with an eye roll. Why? Because who really seeks out pain? Not many. Most of us avoid pain or discomfort whenever possible. Yet sometimes we: Aren’t doing what we know we should—exercise, calling prospects, inputting our data into our CRM, or addressing an… Read More
Salespeople Are Becoming Obsolete… Not!
This morning I had a lively conversation with a business professional who, like many others over the last decade, is predicting the death of salespeople; or at least a decrease in the need for them. I couldn’t disagree more. As I wrote “Conversations That Sell,” I came to the opposite conclusion! The world of commerce—whether… Read More
Shut Up to be Heard
Want your customers and prospects to listen to what you have to say? It may seem backwards, but what you need to do is to shut up to be heard. In sales calls, many sales pros work hard and practice what they are going to say. This is great, and I would never discourage anyone… Read More
Skip the Assumptions and Set Expectations That Advance Your Sale
Assumptions have killed and stalled more sales than lack of budget or your competition. Clarity of expectations, deliverables, timing, involvement, and follow-up is a powerful way to advance and close the sale. It’s also powerful in service conversations to ensure the customer has what they need. Setting expectations for and with your buyer/customer helps you… Read More