Tomorrow morning when you wake up, you probably won’t feel like prospecting, returning customer calls, or strategizing your schedule, and if you do, you probably won’t feel like doing it the next day.
It used to be the only way we could discover a prospect’s needs and objectives was to meet over a cup of coffee or perhaps by telephone. Today, you must do your homework
In his book Character, David Brooks discusses the difference between resume virtues and eulogy virtues. “Resume virtues,” Brooks reminds us, “are those skills you bring to the marketplace—qualities like drive, competition, and gregariousness. Eulogy virtues, on the other hand
Several years back, I began talking with a customer who at first appeared to be my dream client. We met with Jason, the founder and CEO, two or three times by phone and the fourth time for lunch. He asked me to talk with two
After extensive interviews with the top salespeople in multiple companies, Shari has distinguished the beliefs systems and corresponding habits of top performers across the globe.
Top salespeople know that the secret to greater success is NOT to work harder. It’s to get out of their comfort zone. But how do you do that effectively and consistently?
This course teaches proven methods for creating urgency and techniques for increasing your average sales price and shorten your sales cycle.
Entertaining is about being funny and clever, it’s all about you. Training, on the other hand, implies giving up some control and allowing your students to guide the lesson. Entertainers talk and perform and take control, without gaining real involvement from their team. Remember the
In this entertaining, content-rich program for sales teams, Shari discusses the psychology and neuroscience of selling. Participants learn to create deeper connections, uncover core buying motives, and close more sales faster.
