By | October 22, 2015

Tips for Getting More Referrals in Consultative Selling

Sales consultants tend to avoid asking for referrals because it feels awkward or they don’t know how to ask. Considering […]


Communication Skills, Professional Development, Sales Excellence
Set yourself up for sales success, not failure.
By | September 24, 2015

4 Tips to Make the Most of Your Failures in Consultative Selling

Read the biography of any business icon and you will find that failure played a defining role in his/her ultimate […]


Professional Development, Sales Excellence
By | September 3, 2015

6 Life (and Selling Skills) Lessons from Wayne Dyer

Self-help guru, Dr. Wayne Dyer, inspired millions as a motivational speaker and best-selling author of more than 30 books. In […]


Professional Development
By | August 13, 2015

Sales Strategy & Football: Both Contact Sports

Technically, sales isn’t a sport; it’s a complex and rewarding profession. But since customer contact is in many ways the […]


Communication Skills, Customer Service, Relationship Building, Sales Excellence
PSE logo
By | July 30, 2015

I Have Seen the Future…

My Experience with Skill Training for Young Sales Professionals By: Ed Albertson       Partner, Carew International I have […]


Leadership Development, Professional Development, Sales Training
By | July 1, 2015

Examples of Dimensional Questions

In a recent issue of Message from the Mentor, we talked about the importance of Dimensional questions to find/create a […]


Communication Skills, Sales Excellence
By | May 14, 2015

Are You Asking the Right Questions?

Do you want key customer insights that will facilitate valued solutions and dramatic results? Maybe all you need to do […]


Communication Skills, Professional Development, Sales Excellence, Sales Training
By | April 17, 2015

Are You a Pitcher or a Hitter?

Baseball season is in full swing – always a welcome sign of spring! In his recent blog, Pitchers and Hitters, […]


Professional Development, Sales Excellence, Sales Training
By | February 19, 2015

Proof that Trust & Credibility Still Matter

The world of broadcast journalism was turned on its ear when top-rated NBC Nightly News Anchor Brian Williams was suspended […]


Communication Skills, Professional Development
By | January 15, 2015

Make It Easy to Buy From You

Life has become so complicated… continually changing at lightning speed, like a runaway train. What an incredible opportunity for sales […]


Customer Service, Professional Development, Sales Excellence
By | December 5, 2014

How Do You Build Long Distance Customer Relationships?

A recent Message from the Mentor readers’ poll revealed that the vast majority of our customer engagement is not occurring […]


Communication Skills, Professional Development, Sales Excellence
Negotiations
By | September 29, 2014

3 Barriers to Successful Negotiations

Negotiating is among the most feared and stress-inducing functions for a sales professional, and also among the most important. If […]


Communication Skills, Negotiations, Sales Excellence
By | July 17, 2014

Sales Challenge: Gaining Access to the Decision Maker

One of the greatest challenges for any sales professional is gaining access to the ultimate decision maker; particularly when we […]


Sales Excellence
By | June 5, 2014

Articulate Value to Avoid Preoccupation with Price

Ever get tired of talking with customers about price? If you are spending more time than you like debating or […]


Communication Skills, Sales Excellence, Sales Training
By | May 15, 2014

The Reality of Perception

We are all familiar with the saying, “perception is reality.” For sales professionals, it would be more accurate to say, […]


Communication Skills, Professional Development, Sales Excellence
 
 

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