Communication Skills

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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6 Tips for Asking Exploratory Questions

November 9, 2017  |  Published by in Communication Skills, Sales Excellence, Sales Training
Exploratory Questions and Sales Success

Control the Desire to Ask Too Much, Too Quickly In a recent blog, we addressed the critical nature of the […]

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Difficult Customer? Check Your Emotional (EQ) Bank Account

Emotional Bank Account for Sales Success 2

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

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Shaming Customers is Never Productive

It can be truly frustrating when a hot prospect suddenly goes “radio silent,” or the customer who was in full […]

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Symptoms & Attributes of Effective Leaders

If we want to be effective leaders, we need to consider the symptoms of leadership excellence as well as the […]

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Turn Summer Sales Slump into Summer Sales Splendor

Summer Sales Splendor

Summer months can be viewed as the dreaded sales slump or a welcome reprieve from the hectic pace the rest […]

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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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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 […]

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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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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 […]

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