Empathy (noun) – the ability to understand and share the feelings of another. Empathy helps a seller put themselves into their prospect’s shoes, fostering a relationship of mutual understanding and respect for each other’s needs. Think about it — when do sales occur? Sales happen when a prospect is facing business challenges and they believe...Read More
Attention spans may be shorter these days, but that’s not a valid reason why you can’t keep your prospects’ attention. The real problem? They don’t have the willingness to give you their time or energy. Simply put, you haven’t yet “caught” their attention. This doesn’t mean that it’s time to move on to other prospects...Read More
The end of the year is a particularly challenging time for salespeople for many reasons. Not only are they rushing to close the last deals before year end, but they are also dealing with the busy holiday season. Then there’s the possibility their prospects will be on vacation. A deal may be close to closing...Read More
As 2019 approaches, the talk about “New Year’s Resolutions” starts coming up. Instead of lecturing on the healthy habits and time-saving practices you should take with you into 2019, I’m here to do the opposite. In celebration of 2019, here are 19 habits that you should leave behind so you can up your selling game...Read More
We all have been there; you pick up the phone and someone is instantly trying to sell you something. Of course, you will probably politely decline and hang up – but why? It’s natural to be skeptical of a sales pitch whether they’re calling or knocking on your door. A recent study by Salesforce® found...Read More
All salespeople are familiar with the phrases: “we’ll get back with you soon,” or “let me think about it.” And high prices are often the reason for prospects’ hesitation. According to Hubspot.com, almost six in ten buyers want to discuss pricing on the first call, and at least 50 percent of your prospects are not a...Read More
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