What happens when you guess how your prospects make purchasing decisions? Over the course of my sales career one of my major frustrations has been why one customer decides to buy from me, yet a similar customer with the same criteria chose not to buy. The first...
Have you experienced this before? You make a sales call starting off with small talk and after about ten minutes you know you’ve connected with them – you relate to each other. You’re relaxed, enthusiastic and feel confident that the meeting will be successful,...
Does any of this sound familiar? Exhausted from watching team members walk out the door after you've invested hours and thousands into their training, only to have to start all over again? Frustrated by the painfully slow sales cycles that drag on with endless...
"It's not how you sell that matters, it's how your clients and prospects buy." Successful salespeople always tune into the needs of their clients. They read body language, interpret their tone and inflection, and how they respond to the questions they ask. When they...
Selling is a competitive sport, and it’s about winning because when you sell your products and services, you are competing against another company that promises that they can do the same faster, better, or for less money. In sales, there can be winners and losers. But...
Have you ever made a presentation to a client or prospect and gotten an apathetic response? One where very few questions were asked and they said, “thanks for your time, we’ll get back to you.” Not exactly the enthusiasm you expected or felt you deserved? Most...
Being in sales and sales leadership most of my career, I’ve always looked for new approaches to building relationships with prospects and clients. What I’ve found is that when you connect with a client on a new level, it builds a longer-lasting relationship. As you...
When I first started selling, I took many training courses on sales skills. What I noticed was that I had my own unique approach to how I would start a sales call with my prospects. I love to start with small talk. Next, I would ask about the prospects’ position and a...
Understanding personality styles is crucial for success as a sales leader, which is why I wrote, “The Relationship Selling Secret.” This month, I’d like to address the five personality traits that need to be considered when we look at success. Personality styles have...
There is nothing like working on a great sales team. Everyone is motivated, energized, and is looking out for the success of the team. I believe there are three fundamental characteristics that high-performance sales teams have. Strong Leadership First and...