August 9, 2016
How to Just Shut Up and Sell – Watch the Video
As salespeople, we all know we should listen more than we talk, but why is it that many of us still talk about ourselves way too much?
Closing the sale
Closing the sale
July 28, 2016
3 Mistakes Salespeople Make When They Sell Like They Tweet
I’m often asked to share the biggest mistakes salespeople make. Truth is, these mistakes are the same in selling as they are in tweeting, and they cost salespeople thousands of dollars in lost commissions. How did I figure this out?
May 26, 2016
The Secret Formula To Maintaining a High Average Sales Price
When salespeople fail to uncover their customer’s specific core emotional motivators they often resort to using a shotgun approach. They rattle off a host of features and benefits, hoping one will stick. This approach hardly ever works, especially in the age of information overload.
March 29, 2016
Do You Have the Courage to Increase Your Sales? [Video]
Regardless of the product or service you’re selling, there must be an emotional connection for your prospect to take action. If you can create that emotional connection for your prospect, and the emotion is strong enough, you will close the sale.
February 4, 2016
Know What It Is You’re Selling
Regardless of the product or service you’re selling, there must be an emotional connection for your prospect to take action. If you can create that emotional connection for your prospect, and the emotion is strong enough, you will close the sale.
December 10, 2015
3 Secrets to Connecting and Building Rapport
In The 3 Secrets to Connecting and Building Rapport, Shari discusses the importance of building relationships based on values, not vocation, not confusing rapport building with a discovery, and other powerful concepts that will help you close more sales in any endeavor.
November 18, 2015
High Integrity Selling
Watch Shari in High Integrity Selling and learn how to build trust immediately and in any situation.
October 7, 2015
Are You Prepared to Shorten Your Sales Cycle?
People call our offices each week and tell us, “We don’t need any help with the Discovery phase or any of that “connecting” stuff, just give us some tips on how to deal with the “I want to think about it,” or the “Let me
