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 ...
Host John Golden was joined by Referral Selling experts Joanne Black, Bob Burg and Adrian Davis for a wide-ranging discussion on the power of referrals in selling. There are so many practical takeaways from this discussion that can be implemented immediately making this must-watch Sales POP! TV!
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 ...
Embracing Leadership in a Management Dominated World Leadership and management both have their roles in the professional world, but people are managed four times more than they are led. Embracing leadership can be challenging for many reasons, and can hinder progress and success in an organization. Tom Flick, interviewed by John Golden, discusses the ways ...
Justin Cohen’s New Book: Final Step #6 “Content” We’ve arrived at the final step of this series on how to pitch to win, where Jason Cohen and John Golden break down the formula for creating winning pitches. Each week, we’ve covered one step. Step six is content. Fact vs. Story: Stories are a potent tool ...
Summer, unfortunately, is in its waning days and the calendar year has passed the halfway point. In your selling year, there have likely been many positives and negatives to deal with but with a heavy dose of sales optimism, you know there’s still time to take actions to drive improvement, hit your year-end numbers and ...
Justin Cohen’s New Book: Step #5 “Purpose” Have you been following along with Justin Cohen and John Golden as they explore the six steps of pitching to win? Each week, SalesPOP! is bringing you a video detailing each step of the process, so by the end, you’ll be an expert on pitching to win. This ...
It was a very busy Monday at Kopp Consulting. As I was going through each task on my checklist, I needed to call a potential client. But before I even picked up the phone, I prepared what I would say if I reached his voicemail instead of him. No matter how busy I am, I ...
Justin Cohen’s New Book: Step #4 “Presence” We are halfway through the six steps to help salespeople pitch to win. Step four is presence. Being present is crucial for salespeople who want to stay engaged with their buyers. You can’t pitch appropriately if you don’t understand what the buyer needs, and you can’t know what ...
Adrian Davis has some insight into the world of sales and technology. The role of technology in sales is huge, and it plays an increasing role in the life of sales professionals. Because of the importance of technology and sales, it is crucial to understand the proper ways to utilize it. We need to embrace ...
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