Coaching your sales team has definite rewards. According to the Center for Sales Strategy as many as 60% of sales reps say they're more likely to leave their job if their manager is a poor coach. And if you’re wondering how much time to spend with them, research also...
Sales training is critical to your sales team’s success. Yet specific training is typically forgotten in less than a month and less than 20% is ever utilized. Why is that? Aren’t these skills critical for your team’s success? Sales training is like learning a foreign...
Coaching your salespeople is never successful with cookie cutter techniques. Yes, you can ask an array of standard questions for each person, but the interaction and the way you go about connecting effectively with your people is directly related to their personality...
Research shows that people buy emotionally, then back their decisions with logic. That being the case, then emotional decisions must be made based on trust, honesty, integrity, and likability, making the relationship with the salesperson critical. Statistics have...
Selling is both an art and a science, but more art! Bottom line, people buy from people they like, so likability counts much more than ability! What is a relationship selling expert? What is emotional intelligence all about? Where do most salespeople fall short?
Welcome to the inaugural episode of Power Up! with NSA North Texas! The National Speakers Association is the premier organization for professional speakers, and their members reach audiences as thought leaders, consultants, motivators, and more! Today on the show,...
Have you ever had an experience with a sales person where you liked the product, wanted to make the commitment, but just didn’t feel right about it? It’s something most of us experience at one time or another. Everything lines up, but you’re just not sure about the...
What do you call the people that do business with you? Are they clients or customers? I believe there’s a significant difference. For example, how would you categorize someone that shops at Wal-Mart. They come to make a purchase – it’s a transaction. Now think about...
One of the biggest mistakes I made in my sales career was assuming that what was important to me was equally important to my customer. I met a prospect in Birmingham, Alabama that wanted a presentation on why our computers were superior to our competitors. I decided...
“The worst thing a sales person can do is start listing all the features and functions of their solution. You have no clue yet as to whether or not…”