I used to really like the term “trusted advisor.” It used to seem like a nice term to capture some of the behaviors and attributes of the best salespeople. As of late, I cringe when I hear the words because they are too often used along with the idea of not actually ...
Last week I received an email from a friend of The Sales Blog. He is a consistent reader and sent me his comments about ...
Everyone knows that the top 20% of salespeople generate 80% of the results. This is a surefire plan to not be bothered with ...
Sales is absolutely getting too soft. That’s because salespeople are getting too soft. It is our fault, and it has reached ...
This is the 11th attribute in the foundational success attributes and skill sets.
1. Move From Products and Solutions to Outcomes The first way to improve your ability to achieve outcomes and real results ...
1. Read and Study Leadership Leadership is a complex array of skills and attributes. There are as many definitions as there ...
1. Identify and Build the Team In many cases, salespeople lose more deals to the prospect deciding to take no action than ...
This post isn’t about tactics. There are excellent books on negotiating tactics, including Getting to Yes, by Roger Fisher ...
1. Collect Great Stories One of the first ways to become a better storyteller is to collect great stories. Your life, ...
1. Possess the Foundational Attributes The first and most important thing to be able to differentiate is you. It answers the ...
To sales diagnostics in sales is to be able to discover the root cause of your client’s business problem or challenge. It is ...
As we have moved from product sales, to solutions sales, to business improvement and acceleration sales, the skill sets for ...
I wrote a post for my friend, The Naked Redhead (that’s the name of her blog. really). It is called Why You Must Kill Your ...
Closing is the art of gaining of commitment. Some commitment gaining occurs at the end of the sales cycle. But more often ...
1. Be Someone Worth Following Real influence has nothing to do with tips, tricks, or gimmicks. There is nothing that you can ...
Great salespeople have the ability to speak well and to convey their ideas and their solutions. This ability in great ...
Caring comes first. If you don’t care how people feel, it is impossible to be empathetic.
1. Be Action-Oriented Caring is the desire to achieve a positive outcome for someone else. In sales, that someone is your ...
Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people ...
1. Believe That There Is a Way Resourcefulness is a belief system. It is a state of mind. It is the ability to look at a ...
