The article I read on LinkedIn stated that salespeople who relied on rapport, said another way, “being liked” do not fare as well as salespeople who have a greater level of expertise. One example that they cited was familiar to me. The author suggested that you would choose ...
Twice in two days, I have been approached about the automation and disintermediation of salespeople.
Why aren’t sales results improving?
You may think that going faster speeds things up, compresses sales cycle times, and gets things done. When it comes to human ...
“Wherever there is other, there is fear.” – The Upanishads. I want you to do something for me. Well, not for me, for you. ...
Human beings are novelty seeking creatures. We are infinitely creative, and equally resourceful. We are always seeking ways ...
It is easy to fear the wrong danger. By allowing your fear of damaging client relationships and dealing directly with ...
Hitting the snooze button: You have less time than you think you do. If you don’t want to leave the important things undone, ...
The recipe isn’t always pleasant. The results, however, are quite the opposite. You cannot have the results without ...
Selling well is about making effective choices. It doesn’t make sense to open a phone call to your dream client with “Is ...
From time to time, your dream client will answer your cold call and ask you to tell them a little about your company and ...
Because you are human, there is no upper limit to your growth. You can be more, do more, have more, and contribute more. ...
There are still too many people writing that effectiveness in sales requires an approach that is mutually exclusive, that ...
If the most high-end product, service, or solution that you sell was available at the lowest price in the market, selling ...
Your client is not getting the outcome that you promised them when they made the decision to buy from you. Your team is ...
NLP, or Neuro Linguistic Programming, was developed by Richard Bandler and John Grinder. They were studying the most ...
For many decades, salespeople were taught to find “the” decision-maker, that one person who had the authority to bind a ...
Most of us can no longer find our way to the places that we go to without using a GPS. We’ve become totally reliant on our ...
The salesperson explained that their prospective client had made a number of commitments in the past, and had each time ...
As much as we might want things to be black and white in sales, there is a lot of gray. Even more, the fact that things have ...
Most of what you do does nothing to produce results. While it may be necessary, it doesn’t move the needle.
