Insights within Consultative Selling Approach
Today I am recording this video in São Paulo, Brazil and it is about adding insights to your consultative selling approach. Questions can take you so far (Spin Selling, anyone?)…
ABC: Always Be Curious as a crucial part of your sales process
Today I am recording this video in Jakarta, Indonesia and it is about the Power of Questions. How can you sell anything to anyone if you are not curious about…
Enlarging the Circle – How to Include Introverts in Your Organization
How many of these sound familiar? Some people on your team appear quiet and withdrawn despite your efforts to draw them out. The same few people always dominate your meetings.…
Business Culture Today is in Love with Extroverts
Business culture is geared toward the go-getter, the team player, the networker, the entrepreneur and the leader. It’s about power, getting ahead, cutthroat competition, deals, and leverage. On the surface,…
Why In Sales Timing is the Key (and What to Do About It)
When prospecting, timing is the key. You want to be in front of your qualified customers when they are ready to buy. Salespeople need new knowledge and the new set…
Examples of Trigger Events in Sales
Companies with a trigger event buy 400% more often than ones without these kinds of events. Here are some examples. Salespeople need new knowledge and the new set of tools…
Introverts Have Poor Interpersonal Skills (Not True!)
Introverts are the quiet ones, often mistrusted by extroverts for their lack of Labrador Retriever like enthusiasm and gregariousness. They exhibit none of these “desirable” traits. Introverts are seen as…
The Importance of Finding and Using Trigger Events in Sales
Where and how will you find your next customer? By learning where to find and how to use trigger events, calls you will make in the future will never ever…
What are Trigger Events and How They Can Help You
What are trigger events? How they can help you with your prospecting activities? By learning where to find and how to use trigger events, calls you will make in the…
Introverts Are Terrible at Sales (Not True!)
Myth: Introverts are terrible at sales. “I need to see you trying harder to close sales. You spend so long with people and I never hear you pitch the product!”…