by Ben Lai | Feb 9, 2016 | Small Business Sales
Salespeople, think like an entrepreneur! This will be one of the greatest changes you can make to your career. By contrast, the employee mindset says “someone else is responsible.” “My job is just to close the sale.” Or, “I’ll just sell as much as I need to stay...
by Ben Lai | Feb 2, 2016 | Emotional Intelligence
Introduction to Empathy in Sales The profession of sales requires a greater level of people skills than any other profession. Incredible amounts of social finesse are required in every step of the sales process. For example, you need empathy in sales when you’re...
by Ben Lai | Jan 26, 2016 | Sales Ethics
Introduction to Integrity Selling Over the last few decades, salespeople have been drilled to use heavy handed tactics to coerce and badger people into buying their products. For example, the well-known adage of selling: “Always Be Closing,” has been the mantra of...
by Ben Lai | Jan 20, 2016 | Sales Consulting
Introduction Traditional sales training has done a fantastic job at teaching salespeople about the differences between selling features and benefits. Benefits are far more persuasive because they translate features into a simple language. This enables prospects to...
by Ben Lai | Dec 9, 2015 | Sales Mindset
Is money the root of all evil? It certainly seems to be the case in our mainstream media. Every so often we see news articles like “Greedy CEO Cheats Thousands of Life Savings,” or “Corrupt Politician Misappropriates Taxpayer Funds.” It’s no wonder that our culture...
