We’ve all heard it, "It’s not in our budget;" "The timing isn’t right;" "We’re looking at many different options;" "I’ll run it by the board;" "It’s not a priority right now;" "My brother’s in the business…" Sometimes customer excuses and objections seem endless. I know
As we head into 2020, the #1 imperative for sellers is to Re-humanize sales. Rehumanizing starts with bringing our humanity into every aspect of our lives.
People often ask me; “What are the attributes of top salespeople?” Many traits are critical to selling like empathy, resilience, strategic thinking, and practiced optimism, to name a few. But the one trait that supersedes them all is discipline.
What lies at the root of every great invention, transformation and friendship, is curiosity. Unless salespeople are truly curious, they fail to: engage prospects, master new products offerings or grow from constructive feedback.
For as long as humans have inhabited earth, we have struggled with the tension between how we want our lives to be and how they really are. Where I went to be versus where I ended up. After studying top performers for over 30 years,
In his book The Road to Character, David Brooks discusses the difference between “resume virtues” and “eulogy virtues.” Resume virtues are those skills you bring to the marketplace—qualities like drive, competition, and gregariousness. The Eulogy virtues are the ones people will talk about at your
Many salespeople share how others have used their product, but they fail to think about why they’re telling the story or how it will benefit the customer and the sales process. Before telling any story, ask yourself these questions.
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
