As a rookie salesperson, I was under the impression that I had to convince my client that my products and services were the best. Why? Because that's what Digital Equipment Corporation taught me in nine months of sales training. The goal was to differentiate ourselves...
As Americans celebrate our 250th anniversary of Independence, we reflect on the freedoms we enjoy. In sales, however, we don't always feel free. Let me explain . . . Earlier in my sales career, I was trained in a sales process that I was to use no matter what the...
Salespeople often don’t realize that they are pressuring the client to buy. Why is that? Most likely, because you assume that the way you want to communicate is also how the client prefers to communicate. We automatically default on our own preferences - that’s our...
Over and over again in my career as a salesperson and sales manager, I’ve experienced what has separated the great from the mediocre. It’s all about connection. Connection Must Be Developed Connection doesn’t magically happen by asking the right questions and getting...
The end of the year is always stressful in the sales world. Closing last-minute orders and tying up loose ends can be energizing. But reaching out to those customers that promised to get back to you and then went radio silent hits us differently. But, now it’s the new...
One thing you can count on in the world of sales is that every salesperson has the exact same time each year to achieve your goals: 365 days. The question becomes: how do you maximize your time for the best possible results? The Role of Personality Styles As I’ve...
One thing you can count on in your sales career is that there will be both times of feast and times of famine. The question becomes: How do you respond to both? Is it business as usual for both, or Do you adjust your strategy and actions? As a sales coach and trainer...
The Challenge of Meeting Customer Expectations in the AI Era Sales leaders face a new challenge in the age of AI, with information bombarding us at increasing speeds. Customers are more knowledgeable and astute than ever before. Their access to endless information on...
Does This Sound Familiar? I remember the stress I experienced as a sales manager when trying to hit year-end targets. Every day, I met with at least one of my salespeople to review their pipeline and probabilities. It was crucial to assess the reality of their...
When you identify your client’s personality style, you have a greater chance of connecting and making a sale. But how do you identify their style? If you look at the popular personality tools today, it’s hard to use them for identification. DISC: Can you...