Build a Buyer’s Trust by Sharpening Your Listening and Language Skills Listening and language skills are vital for building a buyer’s trust. As a sales professional, delivering the right messages to buyers is crucial to getting your foot in the door and then building their trust. Many times, successfully approaching and engaging buyers comes down ... Read Post

The Three Sales Questions That Make All The Difference Two differentiators exist between top achieving salespeople and those who are average at best. The ability to ask and answer unusual questions with a smile makes all the difference. Clients immediately recognize a salesperson who is willing to learn by stepping out of the traditional comfort zone of merely ... Read Post

CRM systems have been utilized throughout many different industries within the sales world. The way that CRM is used has a different impact on each industry, based on how it is used and adopted by the sales force. This article gives insight on how CRM has specifically impacted the printing industry. Printing and Leveraging a ... Read Post

Understanding the Buyer Starts with the Seller As any successful salesperson will tell you, the key to making the sale is understanding the buyer. But there’s more to it than first appears—and it starts with you, the seller. Role The first part of this process is knowing which role your prospect plays within the company. ... Read Post

American Express Offers a Teachable Moment in Ethical Selling “Every ethics question a business person could face comes down to a question you face on your very first sale: what are you willing to do for a buck?”, Philip Broughton wrote in his book, Mastering the Art of the Sale. The question needs to be ... Read Post

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 Post

Typically, we talk too much, we listen too little, and we tend to overwhelm others with our vast array of knowledge. That’s neither persuasive nor pleasant. Read Post

Embracing Sales Mastery with Insight, Value, and Technology I’ve worked with thousands of salespeople in many different industries. Professional selling is changing rapidly with technology-driven automation and commoditization resulting in more than one-third of sellers losing their jobs in the coming years. Salespeople need to fund themselves from the value they create rather than from ... Read Post