Our interpersonal skills and our selling styles often influence buying decisions more than our products or services do. Sales training is great, but, we cannot expect sales training to sustain our success. Think about
My father was unemployed. Mostly, this was unremarkable. That is to say, he didn’t seem to be too upset about it. He would wake up at about the same time as he did when he
In sales, today’s educated buyers know the difference between real butter and an imitation. Funny, how many business professionals say they are a good salesperson, yet in all actuality, they are just in sales.
People do not need to like you in order to follow your lead and work hard for you or with you as part of a team. Often, our best lessons are learned through stumbling
No one likes to be sold to and no one likes to hear a sales pitch! However, people do like to be engaged, listened to and helped. The other day I was driving in
The cost of a bad hire extends beyond the physical hiring, from running the advertisement to interviewing. If this decision is made in error, other areas of the small business are affected as well. Many
In sales, its easy to become the buyer’s little puppet – they pull the strings and you dance. On this podcast episode you will learn how to use engagement tests, take aways, and emotional
When buyers are not engaged at the emotional level your deal will stall. This is why ultra-high performers are constantly focused on building emotional connections with stakeholders.
In today’s world, people have a very strong belief in their weaknesses and an even stronger belief not to “brag” about their strengths. Yet, winning teams win because of the strengths of all team
