Words. They are mighty and key to our success in communication and coaching with our team. Words, questions, and phrases, however small, do have impact. Seemingly small words and phrases can leave a big impact after they are said or written. They have the ability to build or break another person: your receiver. Really? … Read More
Sowing Sales Seeds
As I planted seeds for my vegetable garden last night, it occurred to me that we need to sow seeds in many areas of our lives. To reap the fruits for sales, relationships, and long-term success we need to continually plant seeds…and then take care of them. How does this relate to business and to… Read More
Stop the Judgment With Collaborative Sales Conversations
Many buyers have been trained (or learned) that they can be judge and jury in sales situations. They know that they can tell a seller about their situation, needs, or wants and then sit back and wait for the seller to make a recommendation. Then they judge. They pass judgment on the idea, service, or… Read More
Stop Wasting Your Time and Money on Weak Performers. Hire and Grow Top Salespeople
Sales leaders – December 31st is coming soon…and so are year-end results; an often painful time when there is no denying the effectiveness of your current sales team. If you’re like many of the sales leaders I’ve worked with over the past 25 years, it’s decision time: What do I do with the weak performing… Read More
The 3 Selling Profiles
Have you ever thought about the type of sales role you are in? Or managers, the type of selling profiles you need to achieve your objectives? In the “old days” we looked for either hunters or farmers. Yet today’s business world complexities require a refinement of selling profile. Professional selling has more nuances now than… Read More
The Art of the Start to Sales Conversations
Stephen Covey said, “Begin with the end in mind.” A great tip when preparing for great sales conversations. Yet, it can also set us up for failing early in the sales conversation. We can become so focused on the end or outcome that we forget to build the beginning or start of our sales conversations…. Read More
Want to be The Most Interesting Person in the Room? Just Shut Up and Listen
Kudos to the marketers who years ago created the series of commercials for Dos Equis beer featuring the Most Interesting Man in the World. Viewers were intrigued, wondering, “Who is this man?” What has he done to earn this title? Well, in sales aren’t those the questions and the attention we desire? We want buyers… Read More
Why Overcoming Objections Doesn’t Work
When I started in sales over 20 years ago, I was taught to overcome objections. The logic behind this awful selling technique was that overcoming the first “no” would get me closer to a yes. I was taught to overcome the objection seven times! This obnoxious selling behavior didn’t work back then and it doesn’t… Read More
Wow Your Buyers with an Experience THEY Want
If you work with people, you know that the way you experience the conversation, details, and the solution is often different than theirs. What you think is a wow may be very different than what they do. What you find interesting or valuable may leave them yawning. Often I hear sellers, managers, and customer service… Read More
You’re Fired! 3 Tips to Prune and Grow Your Sales
Imagine how it would feel to be like Donald Trump and say, “You’re Fired!” to the customers or prospects who take more than they provide. Does the thought make you smile or create a panic of, “How would I continue to grow if I fire anyone? The debate of “pruning” prospects or clients is relevant…. Read More