Forget Attitude…Focus on Behavior I’ll bet you have heard more than one motivational speaker talk about positive mental attitude and how important it is in the quest for success in sales. Your Attitude Doesn’t Have to be Sparkly I am more interested in the daily behavior of salespeople, that is, the daily level of activity…
Go For The “No” Salespeople love to hear the word “Yes,” and dislike hearing the word “No.” Often when we hear “No,” we panic. We frequently think we did something wrong—sometimes even allowing it to wound our self-image. But be strong, and don’t take it personally! When Can “No” Be Good? It’s true. A “No”…
Speaking to Prospects & Customers The words we use when we speak with prospects and customers affect the outcome of the sales presentation. Think about and carefully choose the words you use to improve sales. Proposal vs. Quote Are you after a long-term, mutually beneficial relationship? Sounds a lot like marriage. Do we “quote” to the one we love or…
It’s Almost Here! (New Book at the Printer) Our new Secrets of the Softer Side of Selling, Second Edition book and ebook have been uploaded for printing and distribution. Both versions will be available on Amazon by October 17, our launch date! Boom-chucka-lucka! We are still finalizing our launch plan, but there will be deals. Improve Sales…