I got myself into a bit of a sticky situation with a client this week. Rather than taking you through the whole interaction, I want to share my reflection on the call and what I would have done differently. If you re-read that first paragraph from the lens of a buyer, you might be able... Continue Reading →
Keys to an Impactful Introductory Call
A few weeks ago, we learned more about the importance of building rapport as the first step to building trust with a prospect. However, as many of you aptly called out, building rapport is just the first step to a successful introductory call. So, today, let’s dive deeper into the intro call and how to... Continue Reading →
Embracing Agility
A fundamental part of being in sales is making other people feel comfortable with change. I’d contend that we can’t expect our buyers to be comfortable with change if we’re not comfortable with it ourselves. So, in our fast-paced, changing world, the ability to be agile is crucial for sales professionals. This means being able... Continue Reading →
Handling the Inevitable Objections
Do me a favor and think of a time where someone agreed with everything you had to say; it's never happened, has it? Objections from potential customers are a commonplace, the same way that we argue with our friends and family over where to have dinner - there are pros and cons to every decision... Continue Reading →
Building Rapport: First Impressions Matter!
Do me a favor and think about the last time you walked away from your first conversation with somebody and said to yourself, “I really enjoyed meeting them!” What you did together was create good rapport. I’ve said before, and will continue to at length, that people buy from people that they like, and people... Continue Reading →
Follow-Up Strategies: Nurturing Relationships and Driving Conversions
Do me a favor and think about the last time that a prospect bought from you during or right after the first time you made contact with them. It’s never happened before, has it? We already know that the sales process is not a straight-line path, but instead more like the cha-cha slide where we... Continue Reading →
SPIN: The Power of Effective Questioning
Do me a favor and think about the last time you spoke with someone close to you who had a problem staring them in the eyes, but didn’t realize they had a problem at all. I think often times we get so used to living with a problem that we either choose to ignore that... Continue Reading →
Lessons Learned Through Honesty and Transparency
Do me a favor and think about the first time you realized that your job wasn’t going to be a walk in the park. For me, that thought crossed my mind within the first week of starting my first job after graduating from Indiana University. I was stepping into a CPG company in a sales... Continue Reading →
Consultative Selling: Understanding Your Customer’s Needs
Do me a favor and think about the last time you were in a retail store. If I were a betting man, I'd say that you were approached by a sales person in the store who asked, "anything I can help you with today?" Even though the introvert inside of me will always say no,... Continue Reading →
Asking the Right Questions
Do me a favor and think back to a time when someone asked you a question you knew they already knew the answer to. I'd bet your opinion of them changed slightly in that moment, didn't it? Asking the right questions is a skill that holds tremendous power in both personal and professional interactions. It... Continue Reading →
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