Gratitude is a powerful tool with roots believed to reach back to our primate ancestors. Science has proven that gratitude is essential for well-being, deep relationships, enhanced creativity, greater self-esteem, increased productivity, and much, much more.
Once we have determined our customer’s actual or current state of business along with their ideal scenario(s), we can turn our attention to adding insight above and beyond what the customer might be aspiring to.
Negotiating is among the most feared and stress-inducing functions for a sales professional, and also among the most important.
Anger is one of the first emotions human beings experience but the last one we learn to effectively manage. Many people spend a lifetime denying, suppressing, displacing, and/or avoiding this troublesome sensation. Because anger usually occurs within an interpersonal context, it is a common experience and presents a challenge to all human beings.
The Wall Street Journal recently reported that sales jobs are plentiful in the wake of the pandemic; however, recruiters are struggling to convince people to make sales a career, noting “Young workers may associate it with high-pressure tactics.”
It takes a natural talent and practiced skill to be a successful salesperson, but even the most successful sellers make mistakes. Throughout a sales career, reps are likely trying different approaches, taking calculated risks, making mistakes, and learning from them.
In sales, we talk a great deal about the importance of effective communication with our customers. As people, we also talk about the value of communication in every good relationship we have in our lives. So, what happens when communication breaks down in the workplace?
The Tokyo Olympic Games are finally here. There is so much to admire about the athletes who are competing, from the power of their physical abilities to their mental toughness. There is also a great deal that sales professionals can learn from the practices that drive their success.
A sales methodology that emphasizes solution selling requires sales representatives to focus their presentations on what the client or prospect truly needs and what gap they are trying to close. Too many reps overwhelm their customers with every feature and function of their products, not realizing this information can be unimportant.
As sales professionals depart a training experience, one of the tools they typically take with them is some sort of call planning form.
