Personality Types in Sales Today let’s take a closer look at different personality types. How they affect the way someone (inter-)acts in a sales process. As I mentioned in my last two articles, sales has many different shades and facets. The outcome depends on many different factors. There is no general rule that fits every ...
Empathy in Sales: The Crucial Human Touch The next article in our series on Network Selling covers a skill without which a salesperson just won’t survive in this 21st-century digital selling environment. That skill is empathy. Empathy in sales is crucial. Why is it so very important today? Simple: we’re awash in a giant overwhelming wave ...
Beginning our new series on Network Selling, we’ll start with the very first element required: respect. Not just Network Selling, but everything in civilized life begins and ends with respect as the very foundation. Every good experience, be it a social or business experience, depends on mutual respect for its success. Too often, salespeople create ...
In business sales is the most important strategy. Without sales there is nothing else. Think about it, we are in business to produce revenue i.e. make a living. To produce revenue, you have to actually convince someone to buy the product or service you produce. The only way to get someone to buy is for ...
Modern sales pros know that no amount of natural skill is enough when you’re working in an industry that’s not growing. Generating leads and finding new opportunities relies on expansion and change. That’s why it’s important for those working in sales to keep a watchful eye on the industries that are currently in a growth ...
Have you ever started talking to someone and then a “look” comes over them? They pull back a little, maybe cross their arms or turn their body away from you. You’ve just lost their trust. What was it you said or did that triggered their distrust response? It could be something you’re doing or saying ...
The end of Q1 and beginning of Q2 is a great time to really evaluate your sales pipeline: what is working and what is not? Step 1: The first thing you should do is to take a quick look at the wins and losses so far this year. Step 2: Next, create a matrix of ...
On what she loves about sales, why emotional intelligence is so important today, the the lost but vitally important art of listening, and the most amazing experience she’s had as a buyer. Colleen’s career has always been all about sales—and there are a couple things she really loves about it. “I have always been fortunate ...
