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 Post

Great news, it’s a sales win!  The contract is signed and implementation plans are in place. Is it time to move on to the next sale? Not so fast. The best next step, often overlooked, is a retrospective or lessons learned meeting with your new customer.  A retrospective is an opportunity to look back and ... Read Post

In Sandler Enterprise Selling, the sales cycle is represented by a continuous process consisting of six stages. And continuity is the key as selling to and serving large enterprise accounts through streams of transactions over time in long-term relationships really has no end. That’s the enterprise world. The sixth and last stage in the enterprise ... Read Post

Why does the sales profession get a bad rap? What’s the number one reason many people don’t want to be approached by a seller? Is it that we think they’re too pushy? Is it that we don’t want to be confronted with a choice or have to reject someone? Is it because we think they’re ... Read Post

My eyes glaze over when I read articles on sales ethics. There is a huge volume of content out there on the topic, and there are almost a limitless number of prescriptions on how salespeople can adopt a better moral code — every writer has their own take on the subject. I find that the ... Read Post

I learned a great deal working for Xerox. They certainly taught me how to sell, but the two greatest programs I was involved in had little to do with selling. These two programs taught me the answer to a question that has puzzled many. The question is, can sales ethics be taught, and you’ll find ... Read Post

What do you think of sales ethics of personalization? Have you used personalization in your business? With all the consumer data now available, you could potentially know almost everything about the next person who walks into your store or visits your website. But should you use that information? Strangely enough, that last question is one ... Read Post

Every year companies spend thousands on sales training. But it fails to address a key factor: the ability to deal with sales rejection. Read Post