It’s no secret that success, and happiness for that matter, are closely tied to having a positive attitude. Unlike the chicken and egg debate (which comes first?) a healthy and positive attitude will always precede, both happiness and success. Establishing and maintaining a positive attitude is challenging because let’s face it, it’s easier to let …
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Leading sales teams has always been tough. Leading them now is even tougher—bad news. The good news is, when done correctly, you can lead your team through this and have them, and you come out stronger when it’s over. Here are three things to focus on as you lead your team through the new normal. …
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Let’s start by acknowledging everything changed. In an instant. However, the need to sell is still mission-critical for most businesses. Just because the new environment changed doesn’t mean all the rules of selling went out the window. In fact, many of the cardinal rules of the profession of sales are now more important than …
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It feels like everything changed in an instant. Leaders and Sellers are reacting to the new normal of the COVID-19 crisis. Many of us have found ourselves having to navigate an entirely new working environment. Specifically, working remotely. While this may not be new or even challenging for everyone, it can take a toll on …
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Just, adverb: only or merely. Please consider removing the word “just” from your vocabulary, or at the very least from your follow up email correspondence. “Just floating this to the top of your inbox…” “Just following up on…” “Just checking in on…” “Just wanted to….” “Just blah, blah blah…” These are the most common opening …
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Ghosting is a relatively new term for an old sales problem. The Urban Dictionary defines “ghosting” as the practice of ending a relationship with someone by suddenly and without explanation withdrawing from all communication. Connecting or reconnecting with prospective customers throughout the sales cycle can be incredibly frustrating for salespeople. Even when responding to inbound …
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Before selling is a transfer of goods or services in exchange for money selling must first be a transfer of trust. Seems to make sense, but many salespeople assume because they deem themselves as trustworthy, their customers will trust them too. Or worse they confuse being liked with being trusted. I’ve worked with plenty of …
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Soft skills are different than hard skills. Hard skills are skills where the rules don’t change. Math and grammar are hard skills in that 2+2 will always equal 4 and “I” before “E” except after “C”, Soft skills are different in that the skill set needs to be fluid. Grammar, as I mentioned, is a hard …
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Your customers have problems they need to solve. They also have goals and aspirations they are trying to figure out how to achieve. In B2B sales your products should typically help them solve a problem or show them a path to their most wanted outcome. You, as the subject matter expert, can likely see the …
Read moreThe most effective salespeople are those who understand themselves, both their strengths and weaknesses, so they can develop strategies to meet the demands of their environment. The Sales Assessment outlines your performance tendencies within each specific phase of the Professional Selling Model.
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