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...
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...
Using Emotional Intelligence to Maximize Sales Performance
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...
What’s Your Sales EQ?
A prospect has heard through the grapevine that your company is known as unethical and for trying to oversell beyond what the client really needs. They assume that as a representative of the company, you too must be unethical and over-zealous. How would you respond?...

The Need for Emotional Intelligence
“…What is it that gets you frustrated? Are you aware of it and how to manage it?…”

Clarity Depends on Contrast
“clarity on how to think without clarity on how to act can leave people …”

The Question Should be WHY – Not WHAT!
Apple starts with the WHY. This is how they position their …
The Key to Customer Delight
All businesses talk about being customer focused. The customer is always right; the customer comes first; service is our main focus; but most of this is all talk with very little action. Isn’t that true? How many of you have heard this message on the phone - “your...
3 Tips for Selling to Your Prospect’s Brain
You’ve heard many sayings when it comes to selling, such as customers buy emotionally and then back up their decision with logic. Or, how about, “you sell the left brain and you close the right brain”. The left side of the brain sees the features and the right side...
Social Awareness and Selling
Have you ever left the initial meeting with a prospect saying to yourself the meeting went great and you immediately tell your sales manager about it knowing you have a potentially new customer in the near future? And then you never get the next meeting and wonder how...