Having A Common Sales Language Prevents Miscommunication The language we use is key to the success of all sales organizations. Most companies share a common corporate language, and that lingua franca is English. Even for international organizations with offices all…
Mastering The Art and Skill of Sales Negotiation Negotiating is one of the most important skills you can learn. However, by understanding the common difficulties faced during negotiation and arming themselves with the right knowledge and techniques, salespeople can develop…
The Email Waiting Game Instead of playing the dreaded email waiting game, staring longingly at your empty inbox until your recipient can get back to you, opt for a more direct approach. Here's a simple email communication hack that prevents…
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…
The Secret to Reading Your Prospect's Buying Signals Like a Book Top salespeople and the most successful managers recognize the importance of nonverbal communication in the selling process and have learned to "listen with their eyes." They understand that one…
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…
How to Make Your Emails Stand Out Want to get your emails returned? Who doesn’t… Many of us would settle for just getting our emails read! Let’s face it: prospects get hundreds of emails per week and there is a…
Most Sales Presentations Miss The Mark Most salespeople fail to deliver great presentations. Use these six techniques to deliver engaging sales presentations and stand out from your competitors. What Makes a Great Sales Presentation, Anyway? At a recent industry conference,…
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…