Have you already given up on any of your New Years’ Resolutions? Don’t worry, you’re not alone – I read that roughly 80% of people give up on at least one resolution by the middle of January; I am included in this 80%. In the journey of personal development and self-improvement, the concept of habits... Continue Reading →
Embracing Discernment to Unleash Your Sales Potential
Do me a favor think back to the most recent time you made a decision to quickly. How did you realize you could have analyzed the situation further? What caused you to rush to a conclusion in the first place? I make rash decisions all the time, so this new year I’m focused on learning... Continue Reading →
What’s In It For Me?
Do me a favor and imagine that you’re in the middle of a bustling market, surrounded by vendors vying for your attention and time. Each one boasts their product’s uniqueness, its unparalleled features, and how it’s the solution to all your problems. Amidst this cacophony, you quickly realize they're all trying to answer a question... Continue Reading →
Guiding Prospects Through Change
It goes without selling, but the fundamental truth of sales is that change is the name of the game. As any father watching football on Sunday afternoon will tell you, change can be the enemy for most people. As a result, managing change can be a daunting task, especially for your prospects. Specifically for sales... Continue Reading →
Starting to Master Emotional Intelligence
Do me a favor and think about how many times you've heard someone talk about emotional intelligence; in those instances, have they ever actually said what it is and why its important? Well, in the relationship-driven world of sales, where every conversation counts, emotional intelligence (EI) is your secret weapon. The idea of EI encompasses... Continue Reading →
Reflecting on the Impact of Poor Messaging in a Sales Pitch
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 →
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 →
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