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Not by the hard sell that’s for sure. When you flog a product or service at them with heavy pressure tactics, they run for cover; they don’t lean in to you with a willingness to listen, buy and refer you to others. It doesn’t have to be like that. Even the toughest customer can be ...

The relationships formed between salespeople and their managers is vitally important for businesses in the modern world. A good relationship can have a positive impact upon performance and job satisfaction rates, while a poor relationship can have the opposite effect. For this reason, sales managers training often places an emphasis on fostering a strong relationship ...

The importance of positive sales results in business can never be overemphasized. The business survival relies on how well salespeople are performing. This is, in fact, a pill many business people don’t like to swallow. And when you combine result oriented sales team with innovative technology, achieving sales targets become easier. You may argue it; ...

During a recent visit to an entrepreneurship conference in another city, I happened to eavesdrop on a fascinating conversation in the hotel bar at the end of the evening, between Dr. Abraham, a kind of world-weary experienced entrepreneur and a young, energetic hot venture capitalist named Doug. The first part of the conversation covered the fact ...

People discuss building relationships in business as though it’s different than building trust personally. But we’re selling to humans, so how are the basics of building trust any different between personal relationships, schools, or business? It isn’t. And make no mistake “building relationships” is establishing trust. Ten years ago, the National Association of Secondary Preschools ...

I was recently at an entrepreneurship conference, held at an upper-scale hotel in another city. Attending were budding, super-hopeful entrepreneurs out to score capital, and venture capitalists out to score “the next big thing.” I was there for neither reason. I was present mainly to keep a finger on the pulse of entrepreneurship and see ...

So which term grabbed you?  Was it “lazy” or was it “consistently generate sales qualified leads (also known as SQLs)”? And what on earth does “lazy” have to do with “consistency”? The answer lies in a term you’ve probably heard of, but may not be using to your advantage… day-in-the-life Day-in-the-life Divides Your Sales Day ...

Let me start with a technical definition (from sciencedaily.com). Anchoring Bias – the common human tendency to rely too heavily, or “anchor,” on one trait or piece of information when making decisions. I would rephrase it this way: stop listening for just the facts; get to the motivation and not just the specifications. The anchoring ...