2 Ways Salespeople Can Negotiate Better

This post isn’t about tactics. There are excellent books on negotiating tactics, including Getting to Yes, by Roger Fisher and William Ury, and one of my favorites, The Street Smart Negotiator: How to Outwit, Outmaneuver and Outlast Your Opponents by Harry Mills. You should ...

6 Ways You Can Be A Better Storyteller in Sales

1. Collect Great Stories One of the first ways to become a better storyteller is to collect great stories. Your life, ...

Differentiate Yourself and Your Offering in Sales in 3 Ways

1. Possess the Foundational Attributes The first and most important thing to be able to differentiate is you. It answers the ...

3 Ways to Improve Your Ability to Diagnose for Salespeople

To diagnose in sales is to be able to discover the root cause of your client’s business problem or challenge. It is the ...

7 Ways to Improve Your Business Acumen for Sales

As we have moved from product sales, to solutions sales, to business improvement and acceleration sales, the skill sets for ...

My Kill Your Inner Critic Guest Post on The Naked Redhead

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 ...

4 Ways to Be a Better Closer

Closing is the art of gaining of commitment. Some commitment gaining occurs at the end of the sales cycle. But more often ...

2 Ways to Create Influence and Persuade Others for Salespeople

1. Be Someone Worth Following Real influence has nothing to do with tips, tricks, or gimmicks. There is nothing that you can ...

4 Ways To Improve Your Communication Skills for Sales

Great salespeople have the ability to speak well and to convey their ideas and their solutions. This ability in great ...

5 Ways to Improve Your Empathy and EQ in Sales

Caring comes first. If you don’t care how people feel, it is impossible to be empathetic.
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