Selling is something we all do and it’s present in every conversation we have. Every conversation is a selling moment and I’ve been speaking about this for years. There is another selling tool that every one of uses every day. We use it every day more than conversation and for the most part I don’t think that
Building a sales culture and creating a culture of exceptional customer service are closely linked but they are not the same. In fact, great customer service is a vital subset of a great sales culture—two processes that fuel one another. You cannot truly have one without the other. A sales culture means that everyone’s in
We’ve all heard these “crazy luck” stories about someone who found their next deal, or their next job, or their realtor, or their dependable plumber – anything – because they struck up a conversation with the person next to them on a plane, at a game, at a bar, at a party. These stories aren’t
There are many conversations in which it is not the right time to ask for something we want. There are many conversations in which it is not even clear that there is something for which we can ask. There is no sale for us in the conversation. We can still sell in it, however. I
Has the art of the “thank you” become extinct? Has it become a casualty in our insanely over-connected, rushed and reactive world we live in? I fear so, and I hope that we can save the “thank you” from extinction! As a keynote speaker I am often asked to do a presentation “pro-bono” and when
There are three words that are absolutely deadly to sales, our careers and our very psyche. These three words when uttered send a very negative message to everyone around us. These words – just nine letters and one apostrophe can have an incredibly detrimental effect on our ability to create new relationships, establish credibility and
Ask for what you want and be prepared to get it. – Maya Angelou Let’s consider where you are as we begin 2016. Hopefully you had a great 2015 and you some newfound passion and our confidence. You polished your value propositions until they shone like fine silver. You built relationships, built trust, built understanding,
Lately, I’ve been thinking about what makes certain sales professionals better than others. More specifically, what gives some sales professionals that “edge”? Do elements just exist naturally within the DNA of great sales professionals that you can’t teach? There are many factors that set certain sales professionals apart from the rest, and today I’m declaring
Do you know how to delegate?
Your company has announced that it will launch a 6-Sigma program or perhaps it launched such a program a while ago. So what does this mean for Sales?