What is selling? I believe the true definition of selling is “the transfer of emotions from one person to the other.” People buy emotionally and back up their decision with logic. If that’s the case, then the second question to consider is what’s more important, EQ or IQ? EQ is the emotional quotient and IQ […]
Articles on Success in Sales
What about Training for the Manager?
I talked last month about the importance of coaching, but I’d like to go further. I believe one of the areas of sales training that doesn’t get as much attention as needed is training for sales managers. It is very common in the sales profession to reward those people that do well by promoting them […]
How Effective is Your Coaching?
As a sales leader, the most important responsibility you have to your salespeople is to support and encourage their growth and success. If they’re not successful and hitting their goals, neither will you, and I’m guessing that as a leader, you are keenly interested in both. To have the most impact on your team’s success, […]
Are you a Born Sales Leader?
Are sales leaders born or made? I believe it’s a little bit of both. Credible research shows that about 1/3 are born and 2/3 are made. Leadership is critical to the success of every sales team. Unfortunately, sometimes a company will promote the best salesperson into leadership when they are better suited to their sales […]
How Using Personality Styles Helps you Succeed
The most important skills in business today are “people skills and emotional intelligence.” These are sometimes, and erroneously in my opinion, called soft skills. First, let’s look at exactly what is emotional intelligence? According to Daniel Goleman in his book “Emotional Intelligence”, it’s the ability to recognize and regulate the emotions in ourselves and others. […]
How to Build Relationships When Selling
My definition is “it’s the development of a business relationship that is built on trust for the long-term.” Relationship based selling goes way beyond your product or service. You become a trusted advisor because you put the customer’s business above your own interests. This leads to longevity which can lead to repeat business and it […]
How to be a Successful Sales Consultant
What is the role of a sales consultant? There are two types. Later we’ll talk about when and why you should hire a sales consultant to help you improve your sales operation. But today we’ll talk about the salesperson, sales representative or sales consultant. Let me give you an example of a great sales consultant. […]
Building a Sales Team
Building a high performing sales team is one of the most important responsibilities of every sales leader. When your team is filled with great salespeople, they’re usually committed for the long run. And that translates into reduced turnover and inconsistencies with your customers and prospects and increased sales. You understand the thrill you get when […]
Using Dialogue to Build Relationships
Building a relationship with a prospect or customer is a prerequisite to successful selling. I believe that creating a genuine dialogue at the beginning of the sales call is critical to making that happen because it’s all about making a genuine connection. It’s focusing on their needs and interests not yours. At this point you […]
Effective Sales Coaching, Virtually
As a sales leader your success is measured by the success of your team. Your mission as a leader is to ensure that everyone on your team can learn and grow so they can meet and surpass their goals. The challenge now is that you work virtually with most of your salespeople where body language […]
Sales Training Topics: Going Virtual
It was time to deliver a virtual sales course to twenty-four sales managers around the country. The studio was incredibly hi-tech with fantastic lighting, sound, and multiple cameras. I was excited to deliver one of my favorite sales training topics on selling and coaching the four different personality styles. I believe one of the keys […]
