Top salespeople know how to balance heart and sales. They also understand that unless they really know themselves, they’ll never truly connect with their customers—or anyone else, for that matter. They know that what you do matters, but who you are matters more. These universal
Thank you to Peak Sales Recruiting for featuring me as an expert on how to be a female that succeeds in sales. This article originally appeared on the Peak Sales Recruiting blog here and has been reprinted with permission below.
When you focus solely on the positive virtues of your product, you cease to be a reliable resource. One of the biggest complaints of customers today is that salespeople make the product sound “too good to be true.”
One of the most important jobs of a salesperson is to manage the emotional state of the client. If the prospect seems scared, tell a story or ask a question that will help them relive a positive memory. If your prospect is bored, speed things
Are you paralyzed by fear? Good. Top salespeople know that the more fear they feel, the more important it is to tackle the fear. What you’re afraid to do, you must do. The question you’re afraid to ask, you must ask. Get out on the
Many salespeople think “If it’s just cheap enough, they’ll buy it.” I’ve got news for you: if you make anything cheap enough, someone will buy it.
Asking the right questions in the right way and at the right time is a powerful combination. Questions transform your relationships and allow you to uncover customers’ deep, often hidden emotional needs.
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?
Every time I work with a new sales organization, I find a few salespeople that are, well, too “sales-y”! What’s the mark of one of these old-fashioned types of salespeople? They employ platitudes and overused expressions rather than applying solid psychological sales principles. Nothing is
The Primacy effect refers to the process where our first impression’s of another person causes us to interpret his or her subsequent behavior in a manner that is consistent with our first impression.
