In this article, Mike Brooks encourages sales teams to ask themselves what's really holding their prospects back from buying. The holidays are upon us and guess what? The teams I’m working with are still getting the stall, “I need to…
Communication is always tricky. There are so many ways a conversation can be misinterpreted by either party. Both people in a conversation have expectations and objectives. “Buyers are liars…” I hear this a lot and I used to say it…
Words are mighty and the key to our success in communication, leading, and coaching our team. Even our seemingly little words can have a huge impact. Ever say something you wish you could “take back?” I sure have! Unfortunately though,…
There’s a fine line between providing a prospect with information that will peak their interest and giving out vital information that they could potentially run with on their own. Giving away too much results in contacts having little interest or…
If you're going to go to all of the trouble to engage with the prospective client in the process of changing and potentially buying from you, then there is no reason to take half measures. The danger in half measures…
Do your people understand what they are accountable for? Most people will answer, “yes,” yet most of the time people make mistakes or fail to meet expectations because of a lack of understanding. Comprehension cannot be assumed. Without a clear understanding, employees…
Here are four of the most common nervous habits that kill sales and what you can do to avoid them in your next selling situation. Have you ever had that out of body experience where you feel like you’re watching…
The process is that thoughts become actions and actions produce results. So the equation starts with the thoughts. So the key to success is to start with and control the thoughts that we have. Good thoughts become good actions become…