Have you ever conducted a training class for your sales team and later discovered that they are using little or nothing of what you taught them? If so, then you will want to read this article. I am sure you would agree that knowing and doing are entirely different skills. A learner of any important …
Over two thousand nine hundred years ago, a man ruled a kingdom in the Middle East. His name was Solomon, and he reigned over the Nation of Israel from 970 to 931 BCE. During that time, this wise King penned many insightful words, including the following: “The first to state his case seems right until …
Do you like it when someone tells you what to do? My guess is that you do not. In this article, we will explore when prospects perceive that they are being told what to do. We will look at how it can mushroom into negative emotions and actions and how this can ultimately affect your …
Here is a question for you to think about: How many individuals on your current sales team were with your company three years ago? If the answer is not many, then you need to give serious consideration to this article. The fact is that sales personnel turnover could be harming your business and your salespeople …
In sales, it is your job to get interested prospects to take action. But the question becomes, what is an effective method for encouraging an individual to take action? You can find the answer by an examination of the subject of reasoning. At its core, the process of reasoning is how salespeople persuade prospects to …
Unless you are a Miami Dolphins or Las Vegas Raiders football fan, the December 26th game between these two teams was of little consequence. However, just as many other times in sports history, things that occur on the playing field can teach us lessons that go way beyond the game, which was precisely the case …
What happens when you meet a hot prospect who has been shopping around? Maybe they even mention that they want to look at your product or service to make a comparison and then decide what/where they will buy. How many times has this happened to you, and things did not turn out well? When a …
If you are completely satisfied with your team’s sales performance, there is no reason to read the rest of this article. However, if you believe in improvement and better results, then give this your consideration. Over the last many years, when I “talk shop” with a salesperson about various aspects of sales psychology and sales …
When someone does something exceptionally good (or awful), we might ask ourselves what was motivating them? Or we wonder what drove an individual to take that course of action. I am sure you would agree that we want people to take the next steps to buy our products or services. Therein lies the fact that …
After the COVID-19 pandemic progressed, everyone began discussing a new normal. This “new normal” idea irritated me, and my initial response was, “how can we say that there will be a new normal when we do not even know how widespread this virus is going to be or how dangerous it is.” Here we are, …
When the going gets tough, the tough may aimlessly wander all over the place, and unfortunately, due to recent events, it might be tough going for a while. As a result, I see many companies do what I call “falling into the activity trap.” Yes, they are grasping for new business by implementing extra marketing …
If you are like me, you love to hear a great story. I am sure you would also agree that the telling of a good story is a real talent. Some accounts are so compelling that they are later turned into books or movies. I was curious as to who some of the top storytellers …
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