I have been blown away by the number of requests I've received on social media and email asking me to share prior video posts from LinkedIn and Facebook to help accelerate sales. Everyone seems to have a favorite. I’m going to provide you with the
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.
I’ve been talking a lot lately about ways we sabotage our goals. It hit a chord with thousands of professionals. Why? Because we spend an awful lot of time strategizing our goals and dreams, but very little energy contemplating the forces that sabotage those dreams.
It happens all the time. You’re lucky enough to land a qualified prospect, you create strong rapport, your customer loves your product, the price is right. There’s just one problem. They need to speak with their brother (or mother, or doctor, or lawyer, or board
To move past your current limits, you must know how what you’re doing wrong, and especially what you’re doing right. But unfortunately, many salespeople let their ego get in the way of their growth, and many sales mentors, well, have never learned the art and