Need for Instant Gratification Undermines Quest for Greatness (in Sales Professionals)

Instant Gratification and Sales Professionals

We’ve probably all heard the phrase, “Rome wasn’t built in a day,” meaning greatness takes time. Given that truth, it […]

Read More

Ask for the Business and Improve Your Sales!

Ask for the business and improve your sales

Most sales professionals do a great job of uncovering their customers’ needs and then presenting solutions to their customers’ top […]

Read More

First Words That Will Engage Prospects

May 12, 2017  |  Published by in Sales Excellence, Sales Training
Typing a Sales Email

This week, we continue our look at improving our odds for lead engagement by looking at words, phrases and salutations […]

Read More

The (Business) Case for Improved Position

April 6, 2017  |  Published by in Sales Excellence, Sales Training
Bullseye for Preferred Position in Sales

As sales professionals, we live or die by the numbers; but our position with customers may be a more accurate […]

Read More

The Exploratory Process: Closing Questions

Closing Questions Sales Process

The final question that can be used during the Exploratory Process™ is the Closing question. To clarify, Closing questions, as part of […]

Read More

The Exploratory Process – Good Examples of Overview Questions

February 2, 2017  |  Published by in Communication Skills, Sales Excellence, Sales Training

In Dimensions of Professional Selling® sales training, participants learn about the Exploratory Process™ as an effective means of uncovering customer […]

Read More

3 Tips for Selling to Executives

January 6, 2017  |  Published by in Sales Excellence
CEO

Selling at the executive level represents a double-edged sword: On one hand, getting an audience with C-level prospects is a […]

Read More

Why We Love Veterans And What We Can Learn From Them in Professional Sales

November 10, 2016  |  Published by in Professional Development, Relationship Building, Seasonal
Thank you, veterans

November 11th marks Veterans’ Day, and in a world that can agree on very little, our gratitude and respect for […]

Read More

How Can You Keep the Love Alive?

Business man putting paper heart in pocket

“Falling in love is easy; staying in love is hard.” It’s a harsh truth of romance and maybe more so […]

Read More

3 Reasons to Stop Talking for Sales Success

July 14, 2016  |  Published by in Communication Skills, Sales Excellence
Stop talking

There is a common misperception that extroverts (chatty people) make the best sales people and leaders. Adam Grant at the […]

Read More