The Relationship Selling Expert - Building High-Performance Teams
I have exciting news! My new book, “The Relationship Selling Secret: The Sales Leader’s Guide to Empowering Your Team to Increase Their Influence and Generate More Profitable Connections” has just been released and is now available on Amazon. The book is specifically...
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...
Most sellers hate customer objections because they see them as red flags or rejection. Not me! I believe they are opportunities, simply unanswered questions. With that frame of mind, you automatically go on the defense, which is what the customer is looking for. Their...
Motivation is critical to a salesperson’s success. And it needs to be intrinsic (driven internally by the person) and not extrinsic, which is driven by external forces, such as the sales manager. Sales leaders can dangle a carrot as an incentive to perform or use a...
One of the biggest challenges salespeople face today is the commoditization of their offers. The market is emphasizing low price and convenience. But salespeople that are selling large solutions can’t afford to fall into this trap. Their goal is to meet the customer’s...
It’s the end of the quarter and what do sales managers want? Easy answers. Which sales that their people promised will close this week? And if not, why not and when will they happen? I believe a robust pipeline is the key to success 99% of the time. It is the lifeline...
I talked last month about the importance of coaching, but I’d like to go further. I believe one of the areas of sales training that doesn’t get as much attention as needed is training for sales managers. It is very common in the sales profession to reward those people...
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...
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...
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