Be Careful About What Your Body Language is Saying People are watching and evaluating your non-verbal communication. You must be careful that you are not sending the wrong message. During a recent training on Virtual Selling Skills that I was…
Set More Meetings Over the Phone With Stories That Engage Prospects When you don't have a physical product to show use stories to improve telephone prospecting outcomes. Once upon a time . . . From a very early age on…
Being Comfortable at Letting Things go Silent is the Key to Better Communication Skills There's a moment in every sales conversation where it gets awkward. You know what I'm talking about. That moment of silence; a game of "who will…
Overcoming Sales Anxiety Post-Social Distancing is Possible As we return to normalcy post-COVID, many of us are giving a sigh of relief. Most of the ways that we lived pre-pandemic are again becoming our new normal, but many salespeople are…
Leaders Must Be Authentic Communicators These five tips for authentic communication can help build trust within an organization, especially when it starts with leadership. Whether it's holding open dialogues, or sharing stories and passing on wisdom, straightforward communication must be…
Do You Know When a Prospect is Lying to You? Your ability to know when a prospect is lying to you greatly enhances your effectiveness as a sales professional. Some people can't tell a lie, others can't tell the truth…
Ever Played The Game, "Musical Phones"? Spoiler: It's Not Fun You don't like being transferred from person to person over the phone, and your customers don't either. Here are some tips for providing exceptional customer service and avoiding the dreaded…
Engage Your Audience With A Sales Dialogue Here are a couple of tips from the pros for turning those monologues into more of a dialogue in your presentation that keeps your audience engaged and interested. Everything A Sales Monologue Is…
How Improv Comedians Engage An Audience With Silence Silence is golden on a comedy stage, just like it is on a sales stage. When the players don’t know what to verbally say to thoughtfully engage an audience, saying nothing at…
Long Emails Are Bad Emails These 5 tips will make your emails more actionable and more likely to receive a response so that you can streamline your sales process and close more deals. Why Long Emails Suck They take too…
There are Only Two Objectives of Initial Sales Meetings It's important to understand that there are only two objectives of initial sales meetings: qualify the opportunity and create enough interest to compel your stakeholder to move to the next step…
How to Have Better Conversations With Gatekeepers Use these techniques for engaging in productive sales conversations with gatekeepers and you’ll have a better chance of differentiating yourself from the hundreds of other sales reps who are pitching and annoying them.…