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Read the room. Self-explanatory (for some people). Pick up on the subtle, nonverbal cues of a group of people. Done properly, you become good at noticing & responding to the smallest of all cues & reactions. These might include body language, minute facial expressions & context clues. Makes sense – unless you have no clue […]

Raise your hand if you got into sales for the freedom. For the money. Because of your personality. Or, like most of us,because you fell into it, “just because.” That’s OK. Just means we’re all normal. Keep your hand up if after all these years, months or weeks you have realized that selling is hard.

Want to know the excuse your leader or boss hates the most? “I didn’t have enough time to get it done!” It doesn’t matter what company you work for. Self-employed. Small company. Or large corporate environment. You MUST know your own capacity to get work done – a mission-critical skill in 2023. If you don’t

One of the most important things we do (as Sales Trainers & Coaches) is to determine what motivates our clients. Sometimes that’s easy to do – other times, not so much. The question is an easy one to ask: “Why are you in sales?” The hard part (for some salespeople) are the answers we have

Everywhere you turn there is an article on leadership. Not a day goes by that you can’t find a blog or white paper oneffective management strategies. A cluttered space to say the least. At the risk of adding to this already-cluttered-space here’s a hard look at the difference between people that just have the job

When things are going well. Your clients & customers are happy, everything is on auto pilot, that’s great. The salehas been made & the orders are coming in. Ahhh, time to relax, right? If only it were that easy. In the sales world, it’s never that easy – never time to relax. Matter of fact,

Can you stand all the hype around virtual selling these days? Do you need one more Sales Trainer or Coachpromising to help you & your Sales Team improve your virtual selling skills? People are working from home so we can’t go & see them. “We need to sell virtually.””How do we get better atvirtual selling?”“Let’s

In the spirit of Valentine’s Day let’s do a little comparison between selling & dating. Two truths to start: Doesn’t matter. What does matter is that we’re all salespeople AND if you have ever dated you will agree that selling & dating are verysimilar. There are common threads woven through each. Very tightly woven. Not

Face, it: Nobody likes a desperate person. Desperation smells a mile away & turns people off instantly. You remember that feeling back when you were dating (or if you are dating, now): He calls too much! She texts me every day. What is wrong with him? How bored is she? That’s your personal life. Sales

Sales. How can you not love sales? One of very few professions where you sit back, look at the past year, feel great about a great year (or crappy about a crappy year) & have nobody else to thank (or blame) but yourself. Sure, you had help. You have products & services. Yes, there is