The Socially Intelligent Salesperson

In “The Emotionally Intelligent Salesperson,” I wrote about how we as salespeople can handle our emotions for better performance. Being emotionally intelligent forms the foundation for Social Intelligence, which in its simplest definition is being able to get along well with others. Though a complex topic, I want to suggest three high-level keys to being […]

Is It Better to Give than to Receive in Sales?

Wait, isn’t sales all about making money? Well, yes and no. The core function of a salesperson is to generate revenue for their employer. But as we discussed in When Self-Interest is Good, how you go about achieving it will determine your long-term success. Here are three ways having a giving attitude will increase your […]

The Emotionally Intelligent Salesperson

In his book “Emotional Intelligence,” Daniel Goleman puts forward a compelling case that this type of intellect is far better at predicting success than IQ. With the turbulence of emotions salespeople experience every day, it would pay generously (literally!) for us to become familiar and apply the concepts to our practice. Today I’m going to […]

Resolving the “Truthful Salesman” Paradox

When I wrote about “Integrity Selling,” I suggested that for salespeople, working with integrity meant speaking and acting truthfully. In a profession where our primary role is to move products and generate revenue, this advice can sound like a complete contradiction. How can you maximise sales if you’re telling the whole truth, all the time? […]

3 Sales Tips for Getting Past Gatekeepers

Okay, I’ll admit it upfront – the title of this article is slightly misleading. The reason I’m writing is that I can relate to the dread being blocked from speaking to prospects by gatekeepers. I want to offer some help as someone who specialised in appointment setting for 3 years. The title is misleading because our […]