Sales POP - Purveyors of Propserity
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33 results
Do You Have A Practice Sales Culture?

Do You Have A Practice Sales Culture?

Motivating Sales Teams / Feb 23, 2019 / Colleen Stanley

When you observe a successful sales organization or salesperson, it’s easy to assume they’ve always operated at a high level of sales mastery. They open up sales conversations with ease and grace. Thoughtful and provocative sales conversations seem to happen without effort. Asking for the business is easy and, in many cases, the prospect takes ... Read More

Why Salespeople Fail at Empathy

Why Salespeople Fail at Empathy

Sales Training / Sep 6, 2018 / Colleen Stanley

Defining Empathy and Understanding Why Salespeople Fail At It Sales organizations understand the power of empathy and more sales managers are teaching this powerful EQ skill. They are well-intentioned but often miss the mark. In an effort to help salespeople make an emotional connection with prospects, they teach validation/paraphrasing skills, not empathy skills. Note: Validation/paraphrasing isn’t empathy; it’s ... Read More

Building a Great Sales Culture

Building a Great Sales Culture

Sales Management / Aug 26, 2018 / Colleen Stanley

Want to build a great sales culture? Have a habit of gratitude. Sales organizations invest time and money into building strong cultures. They read books on why culture eats strategy for lunch, hold team-building events and listen to pundits touting the value of culture. But, I think corporate America is making this too difficult. Building a great ... Read More

Selling Behaviors of Commissioned Salespeople

Selling Behaviors of Commissioned Salespeople

For Sales Pros / Jul 15, 2018 / Colleen Stanley

What Selling Behaviors Would Change if You Worked Straight Commission? When I started my sales career, I was a commission only salesperson. I wouldn’t classify this as a gentle transition into the selling world, but it definitely made me work. Not having a base salary is a really great way to learn and develop positive ... Read More

Sales Closing Skills or Opening Skills?

Sales Closing Skills or Opening Skills?

Sales Training / Jun 23, 2018 / Colleen Stanley

Does Your Sales Team Need Closing Skills or Opening Skills? “Can you help my sales team close more business?” As a teacher of sales skills, I’ve been asked this question frequently. The answer is “yes,” with a strong qualifier: Your sales team may not have a problem with closing opportunities; the problem may be in ... Read More

Is Sales Easier Or Harder Than 20 Years Ago?

Is Sales Easier Or Harder Than 20 Years Ago?

For Sales Pros / Jun 10, 2018 / Colleen Stanley

Is anyone besides me tired of hearing complaints from salespeople about how much more difficult sales is today than 20 years ago? The usual complaints are, “The prospect is more educated, no one is picking up the phone, there is a ton of competition.” It’s time to stop the pity party and conduct a reality ... Read More

The Sales EQ Sales Teams

The Sales EQ Sales Teams

For Sales Pros / May 23, 2018 / Colleen Stanley

Why High Sales EQ Sales Teams Win More Business Emotional intelligence, or EI, is a person’s ability to recognize their own, and other’s, emotions. Emotionally intelligent sales teams win more business. They are competitive and collaborative, which are two words not often used to describe a sales team. Collaboration requires teamwork and interpersonal skills. Most sales ... Read More

Drama: It Costs Sales Management

Drama: It Costs Sales Management

Sales Management / May 12, 2018 / Colleen Stanley

It’s Monday morning and Jennifer in Sales Management needs to provide feedback about sales performance and attitude to Joe, a team member. She dreads having this conversation because Joe is a drama king. He takes all feedback personally and usually responds with blame and excuses. Joe is what I call an “eggshell salesperson.” He cracks ... Read More

Why Do Empathetic Sales People Win More?

Why Do Empathetic Sales People Win More?

For Sales Pros / Apr 27, 2018 / Colleen Stanley

Empathy is an emotional intelligence skill. Put simply, empathy is the ability to “walk a mile” in someone else’s shoes. It requires paying sharp attention to know what another person thinks or feels. An enormous influence skill, empathy is not often covered in sales books or sales training courses. Why? Because the word just sounds ... Read More

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