Early in sales my career I heard the expression “Many a sale has been killed by the jawbone of an ass”. I heard it from my first sales manager. He shared that gem in response to me asking him “So how’d I do”? after he observed me on a sales call. He went on to …
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“Buyers are liars…” I hear this a lot and I used to say it even more. Over the past several years I have discovered that, yes in fact, buyers will occasionally and deliberately lie. However, I have found this is a very small percentage. This led me to conclude the rest of them are either: …
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A Zoologist will tell you the Tiger is a “Predator of opportunity”. This means they will stalk, kill and eat their prey whether they are hungry or not—just because it’s there. Just watch one of the early scenes from The Life of Pi. Salespeople can be just like the Tiger. A prospective buyer expresses some …
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Opportunity knocks all the time. Sometimes we hear it—sometimes we don’t. I suspect the reason we may not hear it is because we are unclear on what to be listening for. A colleague of mine recently shared his version of the 3 opportunity or warning signs. Each of these can create an opportunity for you …
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Emotional Intelligence, or EQ goes far beyond having empathy. Read on to see all the parts that make up a person’s EQ and see how you do!
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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