Face the Facts: We Need “Face Time” with Customers

Face to Face Communication for Sales

In an age of social media and digital communications, we are continually assessing the need and benefits of meeting face-to-face […]

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How Should Your Sales Team Feel About You?

November 7, 2017  |  Published by in Leadership Development, Sales Excellence
Successful Sales Leader

Early in my career, I heard the CSO of a client organization declare, “My sales people don’t have to like […]

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Avoid Being Taken Advantage of by Customers

October 19, 2017  |  Published by in Sales Excellence
Is Your Customer Taking Advantage of You

As sales professionals, we all strive to delight and provide superior value to our customers. But what about those customers […]

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How to Not Be “Creepy” When Contacting Web Leads for Sales

August 31, 2017  |  Published by in Prospecting, Sales Excellence
Contacting a Website Sales Lead Without Looking Creepy

In this digital age of sales, the majority of sales professionals have been notified about a potential customer who is […]

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Difficult Customer? Check Your Emotional (EQ) Bank Account

Emotional Bank Account

The 7 Habits of Highly Effective People by Stephen R. Covey The next time you encounter a “difficult” customer who […]

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Tips to Find the Right LinkedIn Groups for Social Selling

June 29, 2017  |  Published by in Professional Development, Sales Excellence
LinkedIn Groups for Social Selling

LinkedIn and other social media sites provide a portal to an infinite universe of prospects, customers, contacts and resources; so […]

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4 Tips for Better Listening

May 25, 2017  |  Published by in Communication Skills, Sales Excellence
Listening to Sales Prospects

Albert Einstein once said, “If I had an hour to save the world, I would spend 55 minutes defining the […]

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Why Are You Still Talking About That?

Sell Your Solution to the Problem, Not the Product

What Customers Really Want to Hear As sales professionals we sell products and services, sure, but we also sell ourselves […]

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9 Things That Turn Buyers Off

March 9, 2017  |  Published by in Sales Excellence, Sales Training
things that turn sales customers off

As sales professionals, we strive daily to deploy words and actions that will be most effective in building customer relationships, […]

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The Exploratory Process: Examples of Strong Focusing Questions

February 9, 2017  |  Published by in Communication Skills, Sales Excellence, Sales Training
Focusing questions for sales call

Each type of Exploratory question learned during Dimensions of Professional Selling® (DPS) sales training plays a role in establishing a […]

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