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
New Book: The Relationship Selling Secret
I have exciting news! My new book, “The Relationship Selling Secret: The Sales Leader’s Guide to Empowering Your Team to Increase Their Influence and Generate More Profitable Connections” has just been released and is now available on Amazon. The book is specifically written for sales leaders to help them build powerful and profitable sales organizations. […]
How to Ask Insightful Questions
As a sales leader you want your sales team to consistently take their skills to the next level. One of the most critical sales training courses you need to provide is on questioning skills. This is one skill, when done effectively, will differentiate your sales team from the competition most of the time. One of […]
How to Manage Objections
Most sellers hate customer objections because they see them as red flags or rejection. Not me! I believe they are opportunities, simply unanswered questions. With that frame of mind, you automatically go on the defense, which is what the customer is looking for. Their goal is to gain control so that in the long run […]
How Your Prospects and Clients Define Value
What do I mean by value? Value depends on what your customer is trying to achieve. It’s our responsibility, as sales professionals, to discover what value means to each customer. One tried and true formula I have using for years is Value = Benefits – Costs. If you can’t price your value, all the customer […]
Training Your Sales Team
I believe the number one responsibility of every sales leader is to help their salespeople reach their potential. The success of every sales leader is measured by the success of the people on their team. No sales leader is successful on their own. It takes the success of the individuals on the team to achieve […]
How Can You Motivate your Team?
Motivation is critical to a salesperson’s success. And it needs to be intrinsic (driven internally by the person) and not extrinsic, which is driven by external forces, such as the sales manager. Sales leaders can dangle a carrot as an incentive to perform or use a stick as a penalty for not performing. Extrinsic motivation […]
How is Relationship Selling Different from Transactional Selling?
One of the biggest challenges salespeople face today is the commoditization of their offers. The market is emphasizing low price and convenience. But salespeople that are selling large solutions can’t afford to fall into this trap. Their goal is to meet the customer’s needs and differentiate their solution. When you need advice from experienced professionals, […]
How Accurate is your Pipeline Forecast?
It’s the end of the quarter and what do sales managers want? Easy answers. Which sales that their people promised will close this week? And if not, why not and when will they happen? I believe a robust pipeline is the key to success 99% of the time. It is the lifeline of the company. […]
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, […]
