Let’s face it – being a salesperson is not the most likeable profession in the world. And the prospects are not getting any easier either – they expect fully individualized treatment and nothing but. However, if you are like me, setting the bar high and surpassing your own personal goals is the true Continue Reading

You all know about the importance of asking the ‘why’ question in sales, right? What about asking five why questions? Five whys was a problem-solving technique introduced by Sakichi Toyoda, a Japanese inventor who worked for Toyota. Costly mistakes that arose during vehicle manufacturing meant Continue Reading

If you are following popular psychology trends, then you might have come across the term Neuro-Linguistic Programming or NLP. NLP explores the relationships between our thought and communication patterns on one side and our behavioral and emotional reactions on the other. It provides a window into Continue Reading

Have you already jumped on the social selling bandwagon? If not, what are you waiting for? As the whole world is turning towards social media, so are your prospects. Is there a better way to reach and find out everything about your leads than through social media? Social selling is about Continue Reading

Executive teams around the world work hard to achieve the expectations inherent with their status as leaders for their companies. In sales, as leaders and coaches alike, we use a frequent term to describe a common phenomenon: stumble. Managers can “stumble” from not being alert for the best Continue Reading

It’s only been in the past 50 years that researchers have begun to recognize that persuasion, while an innate capability for some, also has a scientific application. Since the beginning of time, people-versus-people-type conflicts have consistently been some of the most influential events on Continue Reading

Last week I was in New York speaking at a conference; during my time on stage, I used the phrase, “If you can’t have fun, you shouldn’t be in this room (and probably can’t sell”), and the reaction I received was interesting to say the least. As I scanned the room, bewildered faces seemed to be the Continue Reading

The sales negotiation process is a salesperson’s opportunity to meet three critically important objectives: establish a relationship with the buyer; remove risks that prevent a buyer from signing your contract; target a bigger sales package than the buyer originally expected. Here are a few tips to Continue Reading

Let’s get right into it… you get your prospect on the phone, prepared to give the demo of a lifetime, hoping (no hope is not a strategy), knowing that you are about land the deal that will make you the talk of the entire company. Now let’s fast-forward… and the time comes to give what was just the Continue Reading