Have you ever noticed that the speakers/presenters who capture your attention the best are storytellers? Everyone loves a story! Spotlight, the Oscar winner for Best Original Screenplay in 2016, proved yet again that a good story told well can pay…
I’m not ready to just toss voice mail out into the sales-o-sphere — there’s still hope and opportunity for it to hold a prime spot in the sales mix. But that will require a few changes! Remember the days when…
Want to build rapport quickly and get people to like you more? Notice, and bring up similarities. You can easily find out some useful info on a person’s LinkedIn profile or company bio if it’s on their site. I came across…
Take time to think about your own listening skills and how they contribute to, or dilute, your personal sales effectiveness. I lost my voice in 2012. The combination of a viral infection and an over-ambitious speaking schedule resulted in swollen…
Many sales managers don’t like having the difficult conversations---who does? But as a leader, it is part of your role. You’re a top sales producer that has been rewarded with a promotion to sales manager. You’re excited about the opportunity…
What one reads is different than the words written. Quite often the message we wish to send people isn't actually the message that is received. What was meant to come across as good sometimes turns to bad, and conversely so.…
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…
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…
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…