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…
Last week I overheard three businessmen in a New York restaurant try to out-perform each other with stories of their latest victories. No one was listening, no one really cared about their dining companions and no one expressed any interest…
Talking comes easily for most sales reps, but getting others to listen is a bigger challenge— and a critical element to your long-term success. Many sales reps have convinced themselves (and try to convince others) that their "communication” skills are…
“If the Good Lord wanted us to talk more than to listen, he would have given us two mouths instead of two ears.” - Mark Twain How many times do salespeople talk themselves out of a sale? Hmm, let me…
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…
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.…