Objections are like those surprise pop quizzes in school – you never quite know when they're going to show up, but are a natural part of the process. Whether you're selling a product, service, or idea, you're bound to encounter objections from your prospects. How you handle these objections can be crucial to closing a... 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 →
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 →
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 →
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 →
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