When I look back at the best sales leaders that I had the privilege of supporting, there are two more competencies they had that I believe are important to consider. As I’ve shared before, most salespeople don’t leave the company because of the environment or culture,...
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...
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...
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...
I’ve seen many a client’s eyes glaze over after the 32nd slide. These information dumps are typically overloaded with features and functions. Your clients want to know about the benefits of your products and services and what they can do for them? Instead of sharing...
Do you ever have conflicts with your clients? Unhappy clients can certainly keep you up at night. You replay the scene, over and over. Why did the issue happen? How could I have prevented it? How will I fix it? It’s so easy to stress out over our clients since they...
Direct or Indirect? I recently sat down with a potential client for the first time in his office. He graciously asked me if I’d like a cup of coffee or a bottle of water. When he returned, I planned to explore his goals for the upcoming semi-annual sales meeting....
When I was a rookie sales person many years ago, I made a big mistake. It was one of my first sales calls.
“… the biggest problem sales professionals have is their eagerness and enthusiasm to…”
Bingo! We just lost control because whoever talks first loses…