People buy from you, not because you understand, but because they feel understood. As a sales professional, I urge you to rethink NO. Who knows what buyers mean when they say no? I certainly don’t. That is until I ask questions.…
Asking people to call you back is a bit obnoxious--even if there is value and reason. When I got the message below from Daniel McLellan, I had to share it with you. The way he "closes" his emails is much…
Get Jeb Blount's New Book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal At the strategic level, sales negotiation is like a chess game, but at the tactical level, it’s…
On part three of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert's Edge) engage in a deep discussion about what introvert's are and are not. You'll probably be surprised at their conclusion.…
Most of us are easily sidetracked by distractions disguised as work activities. Dick had wandered down the hallway and found me at my cubicle desk. Other than the morning DJ's we were the only ones at the station. Eating Cheerios…
Here are four things that you can do to ensure that you retain more clients and increase your prospecting success. Wouldn’t it be easier, and certainly faster, if all we had to do to get what we want was to…
On this podcast episode learn the keys to leading and coaching ultra-high performance from respected sales thought leaders, Jeb Blount and Alice Heiman.
Bullying behavior creates a hostile work environment. Eventually, word will spread about you being the bully boss. With technology, the spread of bullying in schools continues to make front-page news. Schools, corporations, and parents are addressing this issue of bullying…
Peace of mind may be hard to define, but you know it when you experience it. I believe it’s the hidden benefit that everyone wants when buying. Think about a purchase you’ve made that gave you peace of mind. Maybe…
Many professionals lack clarity about their results because they have failed to engage in strategic planning. Confusion in business creates poor sales results and a continual drain on the bottom line. From not knowing the purpose of business, to executing…
There are five personal attraction strategies you can use to keep things fresh for yourself and your prospects: email, letters, postcards, personal networking and of course, phone pursuit. No doubt about it, prospecting can sometimes get boring, and certainly depressing.…
Not being interested in a service is very different from not being qualified. Sales professionals need to do their research. The other day I got a connection request from LinkedIn. The person's profile was very scarce because the young lady…