It’s no secret that people buy from people they like – buyers understand that long-term partnerships with their vendors will serve their needs better, and that means they’re committing to spend a good deal of time working with their salesperson. When long-term stability in a partnership is the goal, you’d better believe that it’s important... Continue Reading →
The Power of Positivity
Do me a favor and think of the last time that you were energized and motivated while talking with someone who had a horribly bad attitude. When they’ve turned every compliment, provocation, or story into a pessimistic vociferation, do you feel an ounce of desire to continue speaking with them? In my experience, this is... Continue Reading →
The Law of Navigation
Do me a favor and think back to a coach, counselor, mentor, or teacher that had a lasting impact on your personal development. What was it about them and their advice on life that really resonated with you? For me, it was a hockey coach that I felt could quite literally see through the persona... Continue Reading →
Authenticity: Signs of a Genuine Salesperson
Do me a favor and think back to a time when you saw some lie through their teeth. Think about their body language, their tone of voice, and the words they chose to use. Chances are you didn’t notice anything different – the best liars know how to hide it well. Problem is, when you’re... Continue Reading →
The 4 Laws of Behavior Change
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 →
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 →
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 →
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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