There’s a big difference between “emotional selling,” and selling emotionally. Selling emotionally means succumbing to our own negative emotions and tendencies. When you find yourself triggered by something your prospect says, try naming the emotion you’re feeling. Feeling frustrated is very different than feeling humiliated.
Think about your last few customer calls. When you first met were they excited, glad to speak with you, thrilled to buy—or were they suspicious, frazzled and impatient? If you said the former, I want your job. Truth is, most prospects don’t want to be
Artificial intelligence should be very much like the sous chef for a chef, with the chef being a salesperson: artificial intelligence does all the prep work, and the salesperson conducts the primary tasks involved in selling. There are two things humans can do that artificial
Lately there’s a lot of talk about empathy in business. But empathy alone isn’t enough to build trust, the critical step to grow an organization, land a big deal or cement a relationship. Empathy defined is the ability to put yourself in other person’s shoes.
Well, the truth is most training programs don’t. According to research, training effectiveness depends on how it’s done. It’s not what you know that matters, it’s what you do with what you know. A few things to consider
People have resisted salespeople since the beginning of time. Just as salespeople have a default mode, prospects do, too. Their automatic response is to say, “No way, José.” Face it. People don’t want to be sold. This sentiment is increasing as we live more
Have you ever landed a sale with no objections? I mean, not one “no”—or even an “I’m uncomfortable with this or that?” That’s not selling; that’s just taking an order. You might as well ask, “Do you want fries with that?” Objections are
Listen to my Podcast on Salesforce Quotable where I answer some very interesting questions and have a little fun with my host, Kevin Micalizzi. I even share a VERY personal story that I’ve never before revealed in a public forum!