If you use the same message that other sales people are using, you have created something commonplace that the buyer's brain then creates a pattern for. You immediately sound like Charlie Brown's teacher. Every holiday season, one of the major…
A deeper understanding of naturally recurring patterns of thoughts and behaviors ensures that everyone on the team can maximize their strengths and work in collaboration with others to achieve both personal and professional goals. “Our talents, gifts and perspectives appear…
You must realize that leading someone does not consist of getting them to do what you want, but putting value on what they want. I’ve been a leader in various organizations and of teams of various sizes for the last…
On this Sales Gravy Quick Tip, you learn why the easiest and fastest way to connect with someone is to smile.
Many salespeople need to develop an emotional intelligence skill called reality testing. This is the ability to see things as they are rather than how you would like them to be. You met with the prospect and thought you ran…
Sales cultures scoring low in emotional intelligence are filled with old sales dogs that refuse to learn new tricks. They sit on the porch of denial, refusing to adapt new approaches to selling. How and Why EQ Wins Business Sales…
When prospects put up emotional walls and smoke screens that impede discovery, this technique can get them to open up and tell you everything.
So what’s your team’s Sales EQ? Here are three emotional intelligence skills to look for in your next hire. You’ve met this person. They are brilliant. Their ideas are creative. Yet no one wants to work, interact, or ‘hang’ with…
Everyone should assess their own personal influence style. Once a person is conscious of his or her style, they are able to vary it depending on the situation. Everyone has a natural style of influence. Truly effective influence doesn't just…
People buy on emotion and justify with logic. In fact, human emotions have a massive impact on buying behavior. On this podcast episode, Jeb Blount discusses why ultra-high performing sales professionals are astute students of human behavior and emotions.
Your self-talk can directly impact how you come across to your prospects on sales calls. You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself…
We needed to look at the world, and in this case the situation, from another set of lenses - not the ones we were used to viewing situations with. Throughout the course of history, humans from different parts of the…